If a salesperson does not achieve his or her goals,the salesperson's manager should determine why the rep didn't hit the goals and:

Question

Quizplus · Accepted Answer

The best approach is to determine the root cause of the rep's inability to hit the sales goals and help the salesperson modify their selling activities, provide additional training or resources, or set more realistic goals. Firing the rep, conducting formal disciplinary action or moving revenue from a previous quarter are not appropriate or ethical solutions. Bringing in upper management may be appropriate if the problem is systemic and requires organizational changes to resolve, but it is not the best first step.

If a Salesperson Does Not Achieve His or Her Goals,the