What's your favorite channel: LinkedIn, email, call, trade show? What would be your recommended touchpoints cadence for, let's say, a two months spread outreach process towards a potential buyer within the IT department?
- [Naiomi] Hi, my name is Naiomi, … and I'm a business owner in Paris. … And my question is, … as a manager, how have you handled situations … where a salesperson hasn't performed … at the level you had hoped? … (upbeat music) … - [Instructor] Hi, Naiomi, thanks for this question. … You know, I can make it sound … so straightforward answering this one. … But in the day-to-day real world of a sales manager, … it can be so difficult. … And often dealing with someone who's not performing well … can be very stressful for everyone. … The reason is that we're dealing with people, … personalities, human frailties, and a negative subject. … This could even lead to the person being let go. … You start first with what is the exact cause … of the situation or why they're not performing … at the level they should. … Was the sales target too aggressive? … Is there an issue with their account base or territory? … Is it a big account that's causing the negative … and revenue shortfall that's not coming in …
Help us innovate! This course is one of many ways we're experimenting with new approaches and formats to better serve our members' learning needs. We'd love your feedback. Would you listen to more courses like these? Please use the feedback link to let us know.
- Handling objections
- Balancing sales targets and relationships
- Social selling
- Motivating salespeople
- Finding the decision maker
- Staying positive and resilient