Preparing to Coach the High-Effort, Mixed-Performance Sales Rep

Coaching sales representatives should be a key component of frontline sales leaders’ responsibilities and remain distinct from more administrative and strategic functions such as forecast reviews and territory planning. With various job requirements competing for their time, leaders need to prioritize which reps to focus on. Those whose performance has been inconsistent yet have demonstrated a desire to improve represent an archetype that should be given a disproportionate amount of attention. Before developing a coaching plan, leaders need to conduct an objective assessment as to why the rep’s performance level has fluctuated and prepare accordingly.
The Primary Reasons . . .