Wouldn't it be great if all members of the sales team were exceptional performers? Leadership would be easier wouldn't it? Unfortunately this is not the case in the real world - there will be times when you need to manage performance and help get people back on track. The challenge is that many leaders do not have the tools and strategies to have these conversations, or they, for whatever reason, are not prepared to have the conversation. To drive exceptional performance, leaders must be willing and able to have the conversation to get the performance back on track.