Coaching Your Salespeople off Plateaus

Two primary culprits lie at the root of why a salesperson stalls out. Here’s how coaching can help them get back on track and hit their numbers again.
By Mike Fisher
Originally published on the SellingPower.com Blog
It happens to nearly every sales manager at some point. One of your most consistent salespeople reaches a plateau and just can’t seem to get past it. The goals you’ve set for them should be attainable, but you hear excuses and their activity starts to fall off. “That won’t work in my territory,” they tell you.
As their manager, you start to wonder, Is that all there is?
The good news is, in most cases, the salesperson is absolutely capable of moving off that plateau. But the excuses and the decline in activity aren’t what the real issue is. Like the “check engine” light in your car, they’re the indicator that something else is wrong.
In our work,