What to do when your poor performer thinks they are a star

We’ve either got one in our teams right now, we’ve had one in our teams before, we are one** or we’ve been one – the poor performer who thinks they’re a star.

The evidence is all around them: the declining or poor results, consistent poor feedback from multiple sources internally and externally.  And yet it’s never them.  They have stories rather than numbers.  They have excuses or reasons rather than outcomes.  They have vagueness rather than specifics. Typically, these folks fall into 2 categories: one who once confronted with the truth of the situation demonstrates a willingness to change; the other for whom denial isn’t just a river in Egypt. Regardless of which category, it’s vital to provide consistent opportunities for them to confront reality….and then to take appropriate action. The first group will use it as an opportunity to improve, and the Egyptian deep river lovers will probably use it as an opportunity to take themselves to a company where they believe their undiscovered and unrecognised talents will be better appreciated! What matters most is that your team sees you as their leader being consistent in your approach across the team.   Here are 3 ideas to help you to hold a mirror to your team members:

Go to client meetings with them

provide them with the opportunity to self-evaluate and provide coaching. Observe how they take ownership for action to improve and whether they execute on what they’ve said they would.

Focus on behaviour that can be measured and improved

 planning for meetings, execution of plans, ability to achieve meeting outcomes, less complaints or positive feedback from internal stakeholders, reduced sales cycles, improved conversion rates….

Gather confidential customer feedback

if customers a) know it’s confidential and b) it’s for professional development than performance management, you’re likely to uncover themes that if addressed can lead to big improvements. Never use this as an exercise to pit customers against sales people. It’s about consistent behaviours that are hindering success, that once identified can be changed.   Provide as many opportunities as possible to heighten your team’s awareness of what is and isn’t working, and help them to work through why.  Support them to become increasingly self-aware to eventually become their own best coaches.  Most of all, raise your own awareness as a sales leader.  Get real.  Stay connected to the truth.

**just make sure you’re not in denial!!

View our other posts

What to do when your poor performer thinks they are a star

We’ve either got one in our teams right now, we’ve had one in our teams before, we are one** or we’ve been one - the poor performer who thinks they’re a star. The evidence is all around them: the declining or poor results, consistent poor feedback from multiple...

Connection is your ticket to the dance

We live in a world where we give our babies smart phones to play with, our children devices to watch at the table when eating out and where our teens communicate in social media shorthand using touched up images to get more likes.   We complain about the time we...

Don’t argue with Dr Phil

“You can’t change what you don’t acknowledge,” says Dr Phil.  And it’s hard to argue with Dr Phil.  I mean, he’s Dr Phil after all!!   I don’t know about you, but over 25 years working with sales people, the fastest performance improvements happen with those...

2019 is here!

February 2019 is on our doorstep…. My clients are already starting to schedule meetings for January for work set to commence in February NOW.  That’s right: in December. Now some of you reading this will be all over it.  You’re way ahead of me.  In fact, you were...

Dealing with Decision Inertia

First it was “Before Xmas”; now it’s “In the New Year”. Next it will be “Before Easter”….   Customers making decisions to work with us seem to use these events as delay tactics….They’re used as unexpected hurdles making it difficult to sign off. Why? It’s not...

Xmas is a time for Gratitude

We don’t have Thanksgiving in Australia, but it’s a brilliant ritual that makes people stop and think about their blessings. In business, it’s easy to get so wrapped up (no pun intended) in our own Xmas festivities, and we forget that it actually presents us with an...

Get Busy

2018 is nearly over: have you achieved all you set out to?  Or, did you plan to set out to achieve anything at all?   With the right plan you set yourself up for success because you're able to resource, staff, train, market and sell with a purpose.  Moreover,...

Break Down or Break Through?

As we approach the end of the year, it’s easy to feel exhausted.  Some of us are feeling the stress of completing projects before Xmas.  It can feel like “the quickening”!   Throughout the course of our lives most of us have gone through a particularly difficult...

When to say no

“ Getting to Yes” was a best selling sales book because as sales people, we look for the green lights, head nods,  agreement. Yes is music to our ears and the word we find ourselves saying to questions about our ability to deliver. “Getting to no” would be an...

Who Are You When No One’s Watching?

If there were no checks on you and perhaps no consequences, how differently would you act? Would you still do the work, pay the bills, put in the hours perfecting a skill, do the exercise, eat the vegetables? In fact I asked myself recently why I put so much pressure...