She was a top sales performer when she joined!
But over time, she started to perform really low against her sales targets
Finally, I couldn’t stop overlooking as her performance was bringing down everyone
“She has to go,” HR Said
”Let me talk to her first,” I said. Perhaps, there could be something else to this
I invited her into my office for a brief chat
“You are behind your targets for 3 months” I told her. “Can we do something to improve it?”
It turned out that she had been struggling with a “Dry Territory”
Dry Territory is a fact of sales life. At times, a complete set of clients, not related to each other in anyway, can completely stop spending
After analysing her list of clients closely, I knew she was right
The same day, I asked for a careful “reshuffle of clients” . The other team members thought of this as “unreasonable” as they had to let go of their few performing clients.
I still did it!
Results in 2nd Quarter:
1) 28% of the non-spenders converted. This was not magic- chances of converting a non-spender is always high when serviced by a motivated rep.
2) Territories DO get dry : Aimed for Fairness over Equality!
3) She was the highest biller
How often are you analysing challenges of your sales team?
#Sales #Salestips #Salescoaching