Last updated on Jul 14, 2024

Your sales team member isn't hitting targets. How do you address the ongoing conflict effectively?

When a member of your sales team consistently fails to meet their targets, it can lead to tension and conflict within the team. Addressing this issue effectively requires a strategic approach that balances support with accountability. It's essential to understand the root causes of underperformance and work collaboratively to find solutions that benefit both the individual and the team as a whole. Remember, your goal is to foster a positive environment where everyone can thrive and contribute to the team's success.

1 Identify Issues

Begin by having a one-on-one conversation with the team member to identify any underlying issues that may be affecting their performance. Listen actively and empathize with their situation. It's possible they're facing personal challenges, lacking certain skills, or feeling demotivated. Understanding these factors is crucial in determining the next steps. Ensure to provide a safe space for them to express their concerns without fear of immediate repercussions.

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2 Set Goals

Once you've identified the issues, work with the team member to set realistic and achievable goals. These should be specific, measurable, attainable, relevant, and time-bound (SMART). By setting clear expectations, you provide a roadmap for success and a way to measure progress. Encourage your team member to take ownership of their goals and offer the necessary resources and support to help them achieve these objectives.

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Peer Mohammad Adil Makhdoomi. MBA

Head Of Marketing & Admissions
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1. Meet confidentially in a non-confrontational setting. 2.Understand reasons for underperformance (personal issues, lack of training, market challenges). 3. Reiterate sales targets and expectations. 4.Provide resources or training. 5.Offer constructive feedback with specific examples. 6. Develop a performance improvement plan with short-term goals. 7. Regularly check progress. 8.Mediate interpersonal issues. 9. Recognize small achievements. 10.Establish a timeframe for improvement and consequences. 11.Keep records of discussions and plans. 12.Reassign or take disciplinary action if no improvement. Approach with empathy, clear communication, and support.

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3 Offer Support

Offering the right support is key to helping your team member improve. This could include additional training, mentorship, or even adjusting their workload. Make sure that the support is tailored to their needs and that they are aware of all the tools at their disposal. Regular check-ins can also provide ongoing guidance and reinforce the message that you are invested in their success.

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4 Monitor Progress

Monitoring progress is essential for keeping the team member on track and for evaluating the effectiveness of the strategies put in place. Schedule regular follow-ups to discuss achievements and any difficulties encountered along the way. Use these opportunities to adjust goals and support mechanisms as necessary. Remember, consistent feedback is vital for growth and improvement.

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5 Encourage Teamwork

Encouraging a culture of teamwork can help alleviate some of the pressure on the underperforming team member. Promote an environment where team members support each other and share best practices. This not only helps the struggling individual learn from their peers but also strengthens the team's overall performance and cohesion.

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Alicia Ruiz Vela

Ingeniera Industrial titulada de la Universidad Ricardo Palma con un PEE en Marketing en ESAN, Especialidad en Agente inmobiliaria en House On Line certificado de La Univerdsidad de Ingenieria
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Según mi experiencia es importante cubrir estas estrategias 1. Comunicación Abierta, Mantén informados a todos y fomenta la expresión de preocupaciones y sugerencias. 2.Revisión de Metas,Ajusta las metas y expectativas para que sean realistas y alcanzables. 3. Reconocimiento,Celebra pequeños logros y esfuerzos individuales para mantener la moral alta. 4. Capacitación, Ofrece recursos y formación para mejorar habilidades y confianza. 5. Colaboración, Promueve actividades que fomenten la colaboración. 6. Liderazgo de Apoyo, Proporciona orientación y apoyo constante al equipo. 7. Resolución de Conflictos, Aborda conflictos de manera constructiva y rápida. 8. Incentivos, Implementa recompensas para motivar y reconocer el esfuerzo.

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6 Resolve Conflicts

If conflicts arise due to the team member's underperformance, address them promptly and fairly. Facilitate open communication between all parties involved and seek a resolution that acknowledges everyone's concerns. It's important to maintain a positive team dynamic and ensure that all team members feel valued and understood.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Kelly Kidd, M.A.Ed.

National Sr. Sales Director
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The way the question is structured implies that a conflict is inevitable in this situation - it is not. Conflict is the result of poor leadership.

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Marna Lottering

Helping people and businesses grow
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Evaluate what you measure - a sales role is not only about meeting sales targets. So what else should you measure, because what gets measured gets done? Performance metrics should be carefully designed, in the same way that scaffolding supports a construction worker. It should have supporting metrics as the pillars for making sales. Consider aspects such as identifying the decisionmaker, networking approach (transactional vs relational), providing voice of the customer, level of proactiveness, providing industry insights, creative problem solving, communication with back office, customer lifetime value and satisfaction.

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Your sales team member isn't hitting targets. How do you address the ongoing conflict effectively?

1

2

3

4

5

6

7

1 Identify Issues

2 Set Goals

3 Offer Support

4 Monitor Progress

5 Encourage Teamwork

6 Resolve Conflicts

7 Here’s what else to consider

Career Management

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Your sales team member isn't hitting targets. How do you address the ongoing conflict effectively?

1

2

3

4

5

6

7

1 Identify Issues

2 Set Goals

3 Offer Support

4 Monitor Progress

5 Encourage Teamwork

6 Resolve Conflicts

7 Here’s what else to consider

Career Management

Rate this article

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