RAB Insights

RAB Research Archive

Identify the root cause

As a sales manager working with a sales rep who is not meeting his/her goals, a common mistake is to leap to conclusions. There may be a variety of factors inside and outside of the office contributing to the slump.

Discuss the slump with the salesperson and ask questions to get to the root cause. Is it something personal, such as a family matter, or professional, such as a lack of training?

With the root cause identified, you can begin to craft a plan to get the rep back on track.

Source: Sales trainer Steve Dodman