This archive report was first published on 7 November 2019.
Dealing with difficult sellers can be a significant challenge for sales teams. According to a recent article, some sellers can be emotionally draining and even toxic to their colleagues.
One common issue is when sellers become stuck in a mental groove, repeating the same excuses for their lackluster performance. For instance, they might say, “That market is saturated” or “Our price is the problem.” These excuses can be exhausting and affect the team's morale.
So, what can managers do to deal with errant sellers? The solution lies in a three-step process: exhibit, execute, and eject.
First, managers should exhibit the desired behavior by assigning a high-performing seller to the same market or client. When the effort yields fruit, present this evidence to the struggling seller and encourage them to try anew.
If that doesn't work, managers should execute the sale themselves. This sends a clear message that they are willing to take action and that the gloves are off. It's essential to detach from the seller at this point and not ask for their progress or sales reports.
Finally, if the seller still doesn't improve, managers should eject them. It's irresponsible not to, as their toxic behavior can spread to the rest of the team. Misery loves company, and if the manager doesn't take action, they might be the one facing the exit door.
