Workplace 101: A Profiles Global Business Blog

Eliminate the guesswork of where your focus should be in developing and training your sales team to the top.

Wouldn’t it be great if you could easily transform your ‘average’ performers into a top quality sales force? How do you identify a clear focus for the training and development of your sales team?

Managing a difficult high performer is like raising a rebellious teen

For sales managers, dealing with these difficult high performers is a challenge and it takes some tweaking in your management style, but it can be done!

Edited by Christina Krenek

When you’re looking to fill a sales management position, it’s easy to just take the top performing sales person and bump them up to a leadership position. They have an outstanding sales record, they have that vibrant, go-getter attitude, and they deliver results; so obviously they’ll succeed as a sales manager right? Wrong, when it comes to hiring great sales managers, that is a common misconception. 

Nearly 60 percent of frontline managers underperform during their first two years and more than 50 percent would rather not manage people at all.

Effective sales managers need to A.C.T. – Assess, Compare and Train

So you hired a new sales rep. He seems highly qualified: great resume, very personable, relevant work experience, and he nailed the interview. Now months go by and he just isn’t delivering the numbers. What’s going on? Is it time to let him go? Or can he be coached?