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Fix Or Fire:
Managing Up Or Managing Out Problem Reps
Fix Or Fire: Managing Up Or Managing Out Problem Reps
You have overperforming and underperforming reps.
It’s true for every sales manager.
Dealing with sales performance problems isn’t fun.
Having conversations where you, as a manager, map out to a rep that their level of performance isn’t where it needs to be, and why, is never comfortable. But you need to do it anyway.
As a result, many managers and leaders will avoid these conversations, thinking the discomfort of addressing the situation is worse than letting the problem persist, so managers will often look the other way, hoping it will go away or fix itself.
Spoiler Alert: It never does.
This is a terrible management decision, though. It will kill your sales org, and then your company.
Being seduced into this lousy decision in part stems from not fully comprehending the many costs associated with poor performance in a rep.
In the interest of helping snap folks out of this comforting, dangerous trance, Pete Kazanjy (CRO @ Atrium) will highlight the consequences of not proactively addressing and resolving performance issues in this masterclass.
Discussion topics
Individual Underperformance: Are your fully ramped reps making cash or burning cash for your organization?
Organizational Opportunity Cost: How much revenue is your org losing by giving opportunities to reps that have worse conversion rates and lower ASPs?
Team Demoralization: Low performers bring down the team average, demotivate top performers, and decrease healthy competition.
Busted Recruiting: Have you ever tried to recruit a top-performing rep to join a team of low-performing reps? Pro-tip: It’s nearly impossible.
Key Takeaways
Underperformance is contagious! Underperforming reps = Higher cost of sales = More capital-intensive business = Lower valuation!
Not coaching underperformers is a disservice to them and their career. It’s okay to let a rep know that this may not be the role for them. Enabling them to transition into a better role that benefits everyone.
When conducting an inspection and looking for root causes, look toward the upstream driver - too low of a deal cycle, low win rate, total opps., etc.