The Sales Management. Simplified. Podcast with Mike Weinberg

Instead of Committing Sales Management Malpractice by Ignoring Underperformance, This Is How to Quickly Address It!

Feb 27, 2024

The podcast discusses the critical issue of underperformance in sales management and provides tips on addressing it promptly. It emphasizes the importance of clear communication, accountability, and proactive management to coach struggling team members effectively. The episode also highlights the negative impact of ignoring underperformance and encourages proactive recruitment to maintain a high-performance sales culture.

28:35

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Quick takeaways

Failure to address underperformance can negatively impact team culture and performance.

Hesitating to confront underperformance can lead to prolonged negative effects on team dynamics.

Implementing a 'Coach Up or Coach Out' strategy can help guide underperforming employees towards success.

Deep dives

Addressing Underperformance in the Team

Underperformance in a team can have detrimental effects, including polluting the culture, affecting resources, and sending a message that mediocrity is acceptable. Leaders must confront underperformance to maintain a high-performance culture. By addressing underperformance directly, leaders can either support struggling team members to improve or make the tough decision to part ways and maintain team integrity.

Introduction

4min

Addressing Underperformance in Sales Management with Direct Communication

4min

Proactive Management of Underperformance in Sales

6min

Addressing Underperformance in Sales Management

13min

Addressing underperformance and the importance of proactive recruitment in sales management

3min

In this episode Mike tackles a critical sales management topic that does not receive enough attention.

Too many sales managers allow underperformance to go unaddressed for way too long!

Episode 69 is granular and prescriptive as Mike shares exactly how to start the conversation with a struggling salesperson and begin the all-important process of coaching that seller up, or if necessary, out.

RESOURCES MIKE REFERENCED IN EPISODE 69:

The First-Time Manager: Sales book (Chapter 8)

The free guide on increasing accountability and creating a high-performance sales culture: Mikeweinberg.com at the top of the page.

Supercharge Your Sales Leadership October Event: The April event sold out very quickly so we just secured The Porsche Experience Center for our next sales leadership event on October 8th (& 9th for the VIP option). Check out all the details, the packed agenda, and the powerful outcomes here: www.mikeweinberg.com/atlanta2024

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This episode is sponsored by Pursuit Sales Solutions. If you looking for help adding A-player talent to your team, contact Mike’s friends at pursuitsalessolutions.com/weinberg

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