One of the key responsibilities of a sales leader is to encourage their team to get back on track when performance starts to dip. Unfortunately many sales leaders simply look to the surface level fixes such as making more calls, attending more meetings or growing the opportunity pipeline even further. This rarely works. There can be a whole host of reasons as to why a sales person’s performance wanes, and it is the responsibility of the sales leader to identify the core reasons, and seek to assist the sales person to get back on track as soon as possible. This is what I explore in today’s episode.