I manage a team of regional sales representatives for a nationwide pharmaceutical firm. The team performs well for the most part and reaches their quarterly and annual quotas. Unfortunately, I have a problem with my top sales person. While his numbers are great, I have received a couple of complaints from his territory that he is over-aggressive in his approach and sometimes uses inappropriate language or “slang” when visiting offices. I brought these issues up at our last meeting and his response was positive and he promised to change the behavior. However, in my last “ride-along” with him, I noticed the same behavior. I did not say anything because I am concerned that I might stifle his performance. So I need some help. How can I get this high-performing employee to address some of these problematic behaviors without impacting the skills that make him a great salesperson?
Filed under: Sales Management | Tagged: Sales Management
The answer is always training..Train the man to better his skills, Its all ab out supporting his growth and development. Its a management issue.
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