Business information written specifically for newspaper advertising departments

Sales Techniques to Help the Struggling Rep

As a leader, you are responsible for the well-being of your representatives. If you have a struggling rep, its not uncommon that a director or manager decides to just forgo the struggle and let the rep go without “wasting everyone’s time” to train them in a method that would work uniquely.

As a leader, you are responsible for  the well-being of your representatives.
If you have a struggling rep, its not uncommon that a director or manager decides to just forgo the struggle and let the rep go without “wasting everyone’s time” to train them in a method that would work uniquely. 

If you have a sales rep come to you saying they’re in jeopardy of missing quota, again, take the opportunity to lend a helping hand. Don’t turn your back on your rep, try these tips to help them gain confidence, achieve success and generate revenue.   

Commit to Development:

Coach your team member rather than “direct” them. Don’t simply tell them what to do, but instead commit to their continued development throughout the quarter. Encourage performance by setting expectations. Hold your rep accountable for their development and delegate tasks to them specifically. Remember development doesn’t happen overnight; it’s a process through a combination of education and on the job activities that create successful habits.

Define Expectations:

Define your expectations for the rep early, and measure them regularly.  They need to understand the measure of success is individual and they are they only one with the ability to meet the expectations. Outline the performance goals in black and white.

Time Management:

Show them how to prioritize their time in a different way. Make sure they don’t feel bogged down by paperwork, chores and interruptions. Teach them to manage their time effectively and efficiently. Develop an action plan to get more done. The plan should be clear-cut and have easy-to-follow guidelines. Give them the skill to recognize, evaluate and resolve their existing time-management problems.

Teach a Team Mentality:

Don’t disregard the success of the individual, but if your rep is struggling, allow them to share in the success of the company. Partner the rep with another team member that has had recent success, together they can support one another while sharing tips and opportunities.

Group Training:

Sales training can parent your entire sales team to grow from infancy to excellence. The motivation it draws from your reps allows them to walk away with a skill set to represent the company in a way you can be proud of, and ultimately increase your revenues.

Give Good Advice:

I’m not only talking advice on technique, but also to improve the reps confidence. 

Tell them to maintain contact with friends, family and associates. Suggest they contact at least two people a day, everyday, for the next two weeks. It doesn’t matter what they talk about, but rather to just stay in contact.   

Be sure they remember to have fun.  Finding a way to laugh about things will lead to a better direction. Struggling reps never have enough fun, they’re usually stressing too much, ease the stress and improve their attitude.

Remind them to stay positive. A positive attitude is a requirement if anyone wants to get through a tough time.  Things will get better, they might get worse first, but eventually, things will get better. 

Have them focus on their health. Unhealthy habits will never help them.  Remind your rep to exercise daily. Not only will it help them sleep, but exercise also releases endorphins, making people less stressed. It also gives individuals more confidence in their appearance, leading to better choices overall.