Who on your team can and will improve their sales performance?
If you are a sales leader, you have probably asked yourself and maybe even others; “How long should I hold on to a sales team member who is not achieving even 50% of his/her quota?" And in conjunction with the previous question, "How do I know when they have coached enough to give up?”
These were a few of the questions that a VP of Sales at a tech company asked me recently. They are not easy questions to answer, but I have been hearing them a lot lately. Who wants to give up right before you are about to see results? Or perhaps you feel the weight of the investment and don’t want to admit the loss? So much time, money, and energy has already been put into this person and the cost of a failed hire is high (yes- even if they are commission only). That cost is especially high for small businesses bootstrapping growth.
And if you aren’t at that point of trying to decide whether or not to give up on certain members of your team, you may be asking yourself;
- Who should be trained and coached?
- What should we be training and coaching on?
- How do we know if they will improve?