Manage, motivate, and help underperforming reps with these 5 tips
If you have certain reps that go through patches of underperforming or you feel like you’re not doing your best work as a rep, there are solutions. Everyone has times where they feel unmotivated which usually reflects in their sales stats. If this describes you right now or someone on your team, here are 5 ways to help.
5 Ways to Help Underperforming Reps
- Be empathetic and avoid harsh judgment before knowing the entire story.
- Help your reps self-evaluate as often as necessary.
- Identify the root of the problem and offer ways to solve it.
- Clarify expectations and plan ways to achieve it together.
- Have an open door policy.
*Bonus Tip: Don’t forget to have fun with sales contests!
#1 Be empathetic and avoid harsh judgment before knowing the entire story.
When a rep is underperforming they can rush to anxiety and worry over what their manager will say, so it’s important to approach the situation first with empathy then solutions. Times have changed during Covid and employees’ mental health has reflected that. Did you know:
- One survey found that 55% of workers say a mental health issue has affected them since the pandemic began.
- 41% of workers admit they feel burnt out, drained, or exhausted from their work.
#2 Help your reps self-evaluate as often as necessary.
How often you evaluate your reps can depend on the need but generally going over their performance on at least a quarterly basis is necessary. Meeting with employees often accomplishes two things:
- They feel more comfortable with you as a manager and can see that you actually care about their performance.
- Reps will never have to guess what expectations you have of them. They’ll always know what goals you’re looking for and how they can accomplish them.
#3 Identify the root of the problem and offer ways to solve it.
After identifying which of your reps is struggling, sitting down with them to identify the reason why is crucial. Here are some common causes for rep underperformance:
- The sales representative is experiencing a problem outside of work that is impacting their performance.
- The sales rep struggles with organization and time management skills, which is negatively impacting their ability to complete deals.
- They lack one or more basic skills that are necessary in sales.
- They’re disinterested in learning the skills needed to succeed as a salesperson.
- They might mistakenly believe that they already have the skills to succeed.
#4 Clarify expectations and plan ways to achieve it together.
After understanding the root cause of your reps problem, it’s time to offer solutions. Setting achievable sales goals, providing incentives, and simple advice are all ways to help your rep feel like they have ways to get out of the hole they’re in. Their temporary struggle shouldn’t continue when they know you’re in their corner fighting for their success.
#5 Have an open door policy.
Whether a rep is thriving or underperforming, they’ll at some point need guidance. This is where an open door policy can be really helpful. Many reps will benefit from extra-training and they will appreciate having the option to meet with their manager individually. This can vary depending on the schedules you run or what is doable for your team, but giving your reps extra opportunities to come to you for help is guaranteed to improve how they view you as a manager.
What are some tips you have?
We love to share knowledge to help your sales team, if you have any additional tips that could help someone else succeed please share them down below! And if you’re interested in increasing the productivity of your sales team, feel free to schedule a free demo with us today and we can show you how.