"What do I do with my underperforming sales rep?" If this were a "Dear Abby" column instead of a blog, my response would be: Dear "Perplexed and Frustrated," I feel your pain. Many managers that I speak with bring this same question to me. They want more from their salespeople but not all of them are willing to comply. Managers call these reps "underperforming," but that is more opinion than fact. If you asked them directly, they're doing just fine! They're happy with their sales and their growth and their revenue and their income and their performance.
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