3445. How would you manage an underperforming sales person?

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Description

Interviewer

Can you tell me about a time when you had to manage a salesperson who was not performing as expected? What steps did you take to address the situation?

Skill Assessed
  • 1. Leadership : This question assesses your ability to lead and improve the performance of team members.

  • 2. Problem Solving : Demonstrates your ability to identify underperformance issues and creatively devise effective solutions.

  • 3. Communication : Evaluates your capability to communicate transparently and effectively with the underperforming staff to discuss performance matters.

  • 4. Conflict Resolution : Tests your ability to handle potential conflicts that may arise when addressing performance issues.

Purpose
  • 1. Assess Management Approach : The interviewer wants to understand your approach to managing and motivating members of your sales team.

  • 2. Evaluate Critical Thinking : The question aims to evaluate your critical thinking to tackle sales performance and staff improvement.

  • 3. Measure Interpersonal Skills : It is important for a candidate to have interpersonal skills in managing team dynamics and morale, especially during challenging times with underperforming individuals.

  • 4. Understand Workplace Compatibility : Your answer may reflect if your management style and problem-solving methods align with the company's culture.


Hints
  • 1. Discuss specific strategies : Share specific strategies you have used to manage underperformers, such as goal-setting, one-on-one coaching, or performance improvement plans.

  • 2. Mention measurement : Detail how you measure improvements and define success when managing sales performance.

  • 3. Highlight team impact : Explain how you ensure that the performance management process also considers and upholds team morale and unity.

Tags
Topics: 
Leadership
Conflict Resolution
Roles: 
Sales Manager
Account Manager
Companies: 
Salesforce
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