June 3, 2016

On Accelerate! Now: Episode 170 with Bridget Gleason. Managing and Coaching Under-Performing Sales Reps

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today’s episode, Bridget and I talk about managing and coaching under-performing sales reps. Sometimes, that can include respectfully managing those reps into other career opportunities. Be sure to join us for this information-packed episode! Among the topics we discuss are:

  • How much time you should give an underperforming sales rep to improve their results.
  • Should be a termination come as a surprise to a sales rep?
  • How managers should factor non-work related causes of poor performance into their evaluation.
  • How you should manage terminations for reasons other than sales performance.