One way to try improving your sales team is through the use of a sales performance improvement plan template. Putting a sales team staff member on a Performance Improvement Plan (PIP) doesn’t just help that staff member — it also creates a more comfortable atmosphere and delivers a boost to morale. All of your salespeople will know they are going to receive help if they are struggling and won’t be out the door the first time their numbers sag. This allows them to focus on doing their job rather than fearing the consequences of underperforming.
A PIP allows you to set goals for your sales team member that gives them the opportunity to steadily improve without pressuring them to dramatically turn their numbers around all at once. It can include activities and coaching designed to help that team member meet those goals. It’s also an opportunity to pin down whether the team member is struggling because of a lack of aptitude, the wrong attitude or poor motivation.
Identifying the main source of the problem can go a long way toward resolving it — even if that resolution, ultimately, involves helping that team member realize that sales may not be for them.