One of the most challenging situations for many sales managers is dealing with reps who have sales performance issues caused by something other than obvious skill or knowledge gaps. For skills or knowledge based performance problems sales coaching is an appropriate intervention. These problems are straightforward and relatively easy to diagnose. But sometimes a performance problem is due to factors other than lack of skill or knowledge. That's where performance counseling comes in.
Great frontline sales managers are a real differentiator in maximizing the potential of sales teams. This is particularly the case with inside sales which has been the fastest growing segment for a number of years with some research reporting 17% year-over-year growth. These teams are becoming much more sophisticated often selling complex products and services which only a few years ago were being sold by traditional field based reps. It is now common to see inside sales teams sell at the enterprise level, something that would have been unthinkable 10 years ago.
In speaking with sales leaders, we often hear how they focus on results. After all, it is the sales results that drive growth and company profitability. While it is appropriate to monitor results, we have found that focusing on the results themselves isn't all that productive.