An Underperforming Sales Team is in the Spotlight

A couple of years ago, I was facilitating a sales meeting with a new client. With a history of mediocre sales performance, the sales team was complacent and had worked its way into a multi-year sales slump. Early in our sales improvement process, the sales manager mentioned that in years past, she had a manager who made all of his sales reps answer the “help me/hurt me” question at the end of each month.