Dealing with the Difficult Times

by Lidia Spencer.
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Unfortunately, sales managers do encounter problems in their sales teams. This is not pleasant, but it needs to be dealt with quickly and intelligently. Perhaps the most important thing to keep in mind is what you can deal with and what you cannot deal with.It is strongly recommended by all experts that you meet with your human resources personnel or outside legal counsel before beginning a counseling session. Find out what your legal grounds are and what you can and cannot discuss.

Generally, there are areas you can counsel an individual on, but there are areas you cannot and should not get into. That doesn’t mean you shouldn’t help another human being, but your field of expertise is sales. Let professionals in other fields apply their knowledge most effectively.

Areas to Counsel

  • Tardiness
  • Lying
  • Absenteeism
  • Failure to complete administrative requirements
  • Personality clashes
  • Rude behavior
  • Dress code (be careful with this one)
  • Informational proprietariness
  • Lack of information sharing
  • Refusing to team

Areas NOT to Counsel (Follow your HR’s lead)

  • Alcoholism
  • Drug use
  • Physical threats
  • Abuse (emotional, psychological, or physical)
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