Salespeople Become More Effective But Can They Become Worse?
- September 9, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Objective Management Group (OMG) provides Progress Evaluations to determine how much improvement has taken place during the period of time since an individual or a team was originally assessed. In most cases, especially when effective training and coaching has taken place, significant to dramatic improvement occurs. Occasionally though, a salesperson will appear to be worse – weaker – than the first time. How could this be?
I’ll explain some of the scenarios where this should not be alarming, as well as some where it should.