As companies are coming out of the COVID “hibernation” & challenges, we in Management are faced with critical questions about our existing sales team:
- Who has “produced” sales in the past year (at least 90% of quota)? Who has not?
- Who has accepted “responsibility & accountability” during the past 12 months?
- Who are the “EXCUSE MAKERS” who “blame” everyone & everything for their under-performance? Equally, “why” do you put up this behavior?
- Which salespeople are achieving budget, or exceeding budget in the current year (Jan.-May 2021 or YOUR Fiscal?)
- Which salespeople consistently update the pipeline, including all metrics, notes & “next steps?”
- Which salespeople have a stagnant pipeline: No changes, same “story” on deals “month over month?”
- Which salespeople are “coachable?” Which are not, (will not change) and do not follow direction?
- Which “new hires” are succeeding? Which are not?
- Which salespeople are generating new “discovery meetings” (either with ZOOM or in person?) Which are not?
- Which salespeople are NOT “paying for themselves,” FULLY LOADED COSTING?”
You “probably know”, what can we do from a management standpoint to improve our sales department?
(FACT #1: You cannot afford (literary) to continue to put up with complacency or mediocrity.
(FACT #2: Concerned with “carrying and supporting” unproductive, non-producing salespeople?
(FACT #3: No one wants to buy from a weak, desperate salesperson in this “recovering” economy. It wastes their time & creates a “bad impression” of your company and offering!
You as Sales Leader/Manager need to complete a “mini-audit” of what you have and what you NEED as you move forward for the balance of 2021.
Here’s a performance audit outline you can use to help determine who stays and who goes:
CONDUCT “BRUTALLY” HONEST SALES STAFF AUDIT/EVALUATION
List your salespeople by name Evaluation* Improvement Needed
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*Evaluate your sales staff in one of three rankings:
- Enthusiastic Rehire
- Rehire –they show potential and are improving
- Furlough-I wouldn’t rehire them today
Improvement Needed: If they are “staying” what are 1-2 critical improvements that are needed with them? (Which you will discuss and put together an “Action Plan” with dates?)
Need help? Need the “courage” to complete and take the next step(s)?
We understand. We have helped numerous companies execute the Audit process and implement great results!
Need to discuss? Open minded to a few ideas to helping reach & exceed company sales budgets? Call us at 630-560-3614 or contact us, for an objective discussion to help address your sales staff issues.
