Underperformers Should Leave the 1:1 Manager-Salesperson Accountability Meeting with an Uncomfortable Feeling
The Sales Management. Simplified. Podcast with Mike Weinberg
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Do You Coach When You Shouldn't Coach?
Weinberg: If someone is struggling in sales, the results are poor. The pipeline is not healthy. I want them leaving that accountability meeting with a sense of discomfort. So if you spend your time comforting and coaching them when you're supposed to be doing accountability, it defeats the purpose. Don't hear what I'm not saying. Conduct the type of sales team meetings that equip and energize the people. Do your training. Do your coaching. Do your fieldwork. Do your social time. Do your encouraging. But don't do it in this 10 minutes. And here's why. If they're failing, they need to feel it. They need to carry the weight on their
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