All sales teams are struggling with sales representatives who repeatedly fail to meet their goals and have no motivation. Even if their managers are trying to help, it works only for short periods. What to do with it? You should go through development and performance improvement.
First, make sure that all your representatives have specific tools and training for successful performance. Do they have effective selling skills and corporate scenarios for doing their jobs? Start by drawing up "definition of the sales process." This means defining the 80% of your successful representatives' steps and identifying best practices across all the steps within the sales cycle. Then:
1. Write down the best practices and include them to your internal training program. Train these practices and only then expect them from all team members.
2. Objectively evaluate whether your representatives really know the best practices. After 90 days of measurement and coaching, you should have a clear idea of who can work in your sales team and who cannot.
3. Use the whole process of training and evaluation with newly arriving representatives.
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