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Give product knowledge & awareness through proper training programs. Provide guidance to handle customers and think always customer perspective.
I agree with Duncan, first you need to identify cause of being low performer. I remember situation where i had guy attending interview and job was commission only, so more you sell, more you will earn, if you don't sell there is nothing to earn.
I took him on board and he had sales training in our business school, his performance was very poor, he didn't make any sales in first two weeks and i started to be worried about him, i seen him trying hard to make sale it just didn't happen.
I called him to my office following day and talked to him, after conversation that we had i realized that his all over the place. He came to Ireland with his gf, they staying in hostel, she is not working, and he is not making any sales in last two weeks which means he is not making any money.
I decided to help him out so i told him that i will show him how to make a sale, agreement was that he will do intro, short story, presentation and when we need to close i will take it over and do close and rehash for him. I really believed that he could be a good salesman because of the effort that he put. We agreed that he will get paid for sale that i closed if he write down every single word that i said when i was closing and close following5 customers in the same way.
I closed sale, he wrote down every single word and he repeated it with following5 customers and earned his first commission. He didn't make any sale that day by himself but after few days he came back with signed contract. I made him come half an hour earlier every single day and trained with him analyzing numbers, objections and working on motivation, sometimes its simple thing that stops people from success and they just need someone to listen and to understand them, they need support.
Just to mention that he took my place when i left company and he is leading top team in organization.
Listening is key for success.
Best regards from Dublin !
This will be hard. You will need to discover the cause of the poor performance. Is it due to poor skills, poor motivation, ill health, difficulties at work (perhaps bullying) difficulties outside work, or some combination of these? The executive may not really know him or herself, and even if they do may not be able/willing to tell you.
Your first task is to observe the person. Where in the process is the performance failing? Are enough calls being made? If so, are these converting into leads? Are the leads converting into customers? This will give you some clues before you talk to them.
When you do talk to them, do it in a positive way. "It seems to me that things aren't going well. What do you think is the trouble? What can I do to help?"
Extra training or paid leave may be required.
