When salespeople are performing poorly, sales managers are usually the first to know. If that’s the case, however, then why do so many sales managers wait so long to send low performers on their way?
In a recent article in Selling Power’s “Sales Management Digest”, our CEO, Kevin Higgins, discusses how many sales managers focus almost exclusively on their overall quota number, ignoring a key metric – participation rate. Kevin defines participation rate, explains why it’s such an important measure, and discusses the ongoing management of all performers on sales teams to help lift both behavior and results, move the needle on performance, and maintain good performance.
We’re pleased to share this article with you. You’ll find it’s a good read: http://www.sellingpower.com/content/article/?a=10305&nr=1/why-sales-managers-tolerate-poor-performance