Suzanne Paling, is Principal at Sales Management Services, a sales management consultant to small business leaders, and author of The Sales Leader’s Problem Solver: Practical Solutions to Conquer Management Mess-ups, Handle Difficult Sales Reps, and Make the Most of Every Opportunity, which is the winner of the USA Book News Award in the Business/Sales category in 2016.
[1:45] Suzanne wrote her book to solve the 15 most common problems of her clients. She walks leaders through solutions.
[3:12] Suzanne discusses the inconsistent sales rep, who misses regular quotas, and barely catches up by Q4.
[6:37] Before you solve a problem, how do you need to think about it? Do you understand the data? Why write a report?
[9:30] What is the role of your supervisor, in developing your plan for addressing the rep? When do you speak to the rep?
[10:05] What consequence is appropriate for inconsistency in sales?
[12:31] Suzanne says it is easy to deal with reps who never make quota. She talks about the bad effects of inconsistency.
[14:35] Are there common causes for quota inconsistency? Suzanne explains what she has found.
[15:28] CRM non-compliance — what causes this issue?
[18:58] Suzanne considers that CRM compliance can be boosted by hiring people who already do comply to using it, and requiring immediate compliance from current reps.
[22:54] If senior management doesn’t use the CRM, the reps notice. Reps should see them using it!
[25:29] Suzanne suggests taking the best notes in the system, and publishing them as the standard. Not all notes are clear. The more relevant information they provide, the better.