Managing Underperformance in Sales

New data from the Media Sales Report shows that 46% of managers believe less than 20% of their sales teams are underperforming. 

It’s a terrible position to be in. It sucks your energy, time, and takes your focus from where you can be making a positive impact. It’s hard on leaders and underperformers. Underperformers usually fall into two categories:

1. The one that you hired, and they just can’t get it together. They consistently underdeliver on expectations. You hired them because you were confident they could do the job, they were maybe even going to be your next superstar, or so you hoped, but they haven’t met a budget and are underperforming.

2. The one that has performed well and is now consistently underperforming against their goals. What happened to them? They were great, but now….