Sales is an art, and while it ultimately boils down to numbers, it’s not something that can be fully captured by metrics alone. Defining good sales performance purely through quantitative KPIs like customer visits, calls made, or proposals written can be tricky, as these don’t always tell the whole story. Instead of rigid KPIs, I believe a more effective approach is to have less successful salespeople shadow their top-performing colleagues for a week or so. This hands-on learning can uncover subtle tactics and habits that make a big difference—things the high performers may not even realize they’re doing. It’s a simple but powerful way to get struggling reps back on track and foster a culture of shared success.

A sales person declining his performance should increase the number of meetings with customers from different verticals. Arrange the workshop on various technology solutions with potential customers. Revisit the accounts where no business in near months and years. Should call existing customers for any upgrade, refresh opportunity which is low hanging fruit. All efforts should be lined up without losing any time.

Tenho vivenciado casos parecidos.. colaboradores de alta performance que passam por problemas pessoais e tem seu resultado negativamente afetado. O que faço com maestria nestes casos é me aproximar mais deste colaborador pra apoiá-lo e trazê-lo de volta ao negócio o mais breve possível.

Səbəb çox şey ola bilər. Məsələn, komandada sistemsizlik səbəbindən əməkdaş tam potensialını ortaya qoymaqda çətinlik yaşaya bilər. Başqa səbəblərdən biri isə, daimi inkiaşf mühitinin olmamasıdır.

Las causas pueden ser diversas como: 1. Falta entender su motivación o compromiso 2. Deficiencias en habilidades o capacitación ayudarlos con mentoría. 3. Falta de claridad en los objetivos o expectativas, que sean medibles y comunicados. 4. Problemas de comunicación, fomentar reuniones y feedback. 5. Evaluar si sus habilidades son las correctas para el puesto. 6. Estrés o agotamiento laboral, orientarlos a como manejar el estrés. 7. Falta de herramientas o recursos adecuados 8. Desinterés en el producto o en el mercado, compartir historias de éxito y crear oportunidades para que se involucren de manera más directa en el proceso de ventas. La clave es ofrecer apoyo, claridad, capacitación, recursos o ajustes según sea necesario.

Na minha experiência, compreender o "ser" por trás dos resultados que gera é fundamental para o aumento de desempenho. É comum a gestão focar nas habilidades técnicas ou nos processos otimizados, esquecendo-se de olhar para o que está além: os fatores internos e externos que influenciam a pessoa como um todo. Um Bom profissional que gera bons resultados, não é apenas um bom profissional, é também um bom "ser", e por isso devemos criar ambientes de trabalho onde o profissional se sinta valorizado não apenas pelo que entrega, mas pelo que é. Olhar e identificar o ser biopsicossocial, suas potências e impotências, inspirar e transformar indivíduos, contribuindo para resultados que vão além do esperado.

We have to know what you’re after- what’s the why behind the effort. I would identify things that may be going on outside of work, Identify what habits are getting us closer to that reality or Further away. I’d paint a vivid vision for their ideal life with their goal achieved- how does it feel? Who is most proud of you for accomplishing this goal? Focus on serving on the highest level- make buying from you fun- don’t take yourself to Seriously. I would check in with them Daily , celebrating each little win to ensure we maintain the right frequency of energy!

Underperformance in a sales team member can stem from various factors. Common reasons include insufficient training or product knowledge, low motivation, lack of support or resources, or poor lead quality. Personal issues, burnout, and misalignment of skills with the role can also contribute. To address these issues, provide additional training, set clear achievable goals, and offer regular feedback. Ensure the salesperson has the necessary tools and resources, and foster motivation through incentives and recognition, and promote a supportive team culture to combat negativity. Lastly, maintain open communication and offer support for any personal challenges that might affect performance.