Look at the Environment You’ve Developed

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Are the reps taking their jobs seriously, or are they playing games or enjoying themselves, possibly at the expense of the company’s reputation or relationship with the client?

Resistance and Complaints
Signs that you’re going to have issues with a particular team member include a resistance to forecasts or measurements—often, they’ll claim they don’t have time to measure because they’re “too busy selling.”

If a rep has a heavy reliance on a small number of accounts or cayman islands telegram data they complain about changes to marketing, product, or process, they may be part of the issue on your team.

In some cases, these issues may be inherent to someone’s personality (as opposed to something you can solve by training and mentoring), and that may mean they’re not going to be a good fit for your team.

In large part, you can create your own dysfunction by putting the wrong compensation plan in place, fostering extreme competition, or leading by the stick, punishing or penalizing without ever rewarding.

When it’s time to assess the health of your team, don’t forget to look inward to see what you could do better.

In sales, compensation is king. As much as it can motivate employees, it can also create an extremely hostile environment when done poorly.

Changing your compensation plan partway through the year or changing rules or territories unexpectedly can create this type of negative environment.

It encourages your reps to fight, hoard deals, hide deals or game the system.