Managing Underperforming Salespeople
by Hélène Pielmeier, Doug Lawrence
June 23, 2014
June 23, 2014

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The symptom is easy to recognize: A member of your sales team fails to meet his or her sales quota. Now what? Instead of just diving into the constant cycle of hiring and firing, executives and sales managers should examine: 1) why salespeople struggle to perform; 2) how to set the conditions for success at the strategic level; then 3) how to execute it at the managerial level; and finally 4) how to follow through by holding salespeople accountable for their performance. 

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