Question

Given the following information from evaluations of the performance of different sales representatives, what can you conclude about why the reps are not achieving quota? (Assume each is not making quota.)

a. Rep 1: Achieved goals for sales calls, phone calls, and new accounts; customer relations are good; no noticeable deficiencies in any areas.

b. Rep 2: Completed substantially fewer sales calls than a goal. Many phone calls, but primarily with one firm. Time management analysis shows the sales rep spends a disproportionately large amount of time with one firm. New accounts are low; all other areas good to outstanding.

c. Rep 3: Number of sales calls low, below goal. Telephone calls, letters, proposals all very low and below goal. The evaluation shows poor time utilization. The very high amount of service-related activities in rep’s log; customer relations extremely positive; recently has received a great deal of feedback from customers on product function

Answer 1

Rep1:

• Good in cold calling and generating leads
• Also, he has the knack of maintaining good customer relationship.
• Problem lies in Sales closing. He is not able to take the hot lead or a prospect (which he has converted from a cold lead) into closing stages.  
• He lacks the tenacity to have the perfect closing statement that leads to sales. It can be induced by delight or fright. But sales has to happen. That should be only motto of the rep.

Rep 2:

• Focussed on closing sales quota by means of achieving Bulk sales in one large key account of his liking.
• New lead generation is not happening, which ultimately leads to him not having enough accounts to achieve the sales quota.
• He should learn to spread his quota into multiple business accounts: small, large, key accounts.

Rep3 :

• Below par efforts in lead generation and nurturing stages.
• Spends maximum time in after sales services. It implies he is more inclined towards servicing his existing clientele rather than finding solutions to their many problems that can create avenue for sales.  
• More suited to be a service professional.