Dealing with
the Difficult Times
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
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Tardiness
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Lying
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Absenteeism
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Failure to complete administrative requirements
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Personality clashes
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Rude behavior
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Dress code (be careful with this one)
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Informational proprietariness
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Lack of information sharing
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Refusing to team
Areas NOT to Counsel
(Follow your HR’s lead)