Are You Giving Your Sales Rep the Right Support?

Clear expectations and support are key to helping your sales rep..

Last week, I got a call from an old client who said, “Hey Scott, I need some advice. I’ve got a sales rep who’s been with me for about six months, and they’re just not cutting it.” If you want to know more about what that conversation sounded like, hang in there with me. You might have a sales rep who isn’t performing well, or you might be putting off hiring a sales rep because of bad past experiences or stories you’ve heard. It doesn’t have to be that way. Let’s talk about how to address it.

When a client tells me a team member isn’t working out, the first thing I ask is: do they have clear expectations? Are you holding them accountable? Are you giving them the support they need? The answers are often “no,” “no,” and “no.”

Expectations: For an outside sales rep, do you set clear expectations for their activity? How many face-to-face visits? How many follow-ups? What results do you expect? How many referrals? How much revenue? If they don’t know what’s expected, how can they deliver? Some reps may be self-starters, but they’re rare. Most will thrive when given clear expectations and accountability.

Support: Have you provided them with training and coaching? Have you helped them handle objections, start conversations, and differentiate themselves from competitors? Does your sales rep know what makes your business unique? Are they communicating that story consistently?

If you need help setting expectations, holding reps accountable, or providing training and coaching, let me know. I have a program called the Restoration Sales Academy. Even if you’re not interested in that right now, feel free to book a call with me. I’m happy to chat and point you in the right direction.