Dealing with Underperformers: Creating a Culture of Coaching

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1. Emphasis on Coaching: The primary point revolves around how coaching is a crucial catalyst for better sales team performance. The key suggestion is to foster a culture grounded in coaching aimed at enabling individuals to improve their skills and performance. The result of such a culture is not only skill improvement but also the development of an environment that allows the resolution of underperformance in an open yet productive manner.

2. Constructive Feedback: The importance of constructive feedback in handling underperformers is creating an atmosphere wherein feedback becomes an essential tool for helping those struggling to meet their targets. Whether it is about individual performance or the sales team’s overall performance, constructive feedback aligns the actions in the direction of predefined goals.

3. Avoid Aggressive Behaviour: Ensuring fairness and preventing any form of aggressive behavior in dealing with underperformers. We caution against any approach that can be interpreted as berating, as it is counterproductive and erodes the team’s trust, respect, and morale.

4. Open Discussion in Meetings: Openly addressing underperforming members in team meetings in a constructive manner can have positive repercussions. It encourages conversation about individual weak spots and the areas that need improvement, resulting in a fair and transparent work environment.

5. Setting Expectations: Lastly, it is important to set clear expectations in the event of underperformance. This is not limited to setting targets only but involves a more comprehensive approach to defining key performance indicators, metrics, and methods to measure the same. This helps keep the process transparent, objective, and fair, ensuring no one is unduly picked on or favored.

 

Coming up on November 1st, we have a podcast episode featuring Larry Satterfield (A Global Sales Leader) Ex- Tanberg, Dell, Cisco, and Acano, sharing his advice on steps and ways of handling underperformers. To listen to it, sign up HERE

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