New Sales rep is not working out?

sales manager Dec 07, 2020

You better ask yourself a few hard questions before you fire them.  

 

You hired what you thought was a sales beast, but they are not performing like you thought they would.  What is the issue? Too many times I have seen great sales reps be passed up on because of poor leadership and process. I am here to suggest you ask yourself the following tough questions before you decide to let that person go.  The issue might be closer to home then you think.  

 

 

What is your commission structure? 

This is a crucial incentive to your sales team. Do you operate in a draw or hole? Is the commission reflective to the success? If they sell 1,000,000 – what are you willing to give them? I am a fan of a tiered commission structure. Create that incentive to move quickly up that ladder.  

 

Do you have a product or service that is solid? 

If your service is poor or you do not have a solid product it really does not matter how good the sales rep is or is not. You must have something to sell! And you must create an irresistible offer (lots of blogs to come on that offer).  

 

Have you defined your customer? 

Have you nailed down who your  client is? Do you know everything about them? You need to drill this down and review constantly with your sales reps.  

 

Are you coaching them? 

Do you work with them regularly? Reviewing the process, making changes, encouraging them. OR do you only review numbers and point fingers when a sales goal is missed? Coaching should be a constant and scheduled practice with your team.  

 

Do you show them what’s up!? 

Have you gotten on the phone in front of them? Have you had them watch you during an in-person sales meeting? This will show them they work for someone that is willing to walk the walk. If you are not willing to do their job, resentment can begin to brew in the ranks.  

 
 
 

 

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