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Performance Solution Example 1:

A printing company with stagnant sales had six sales reps who management believed “were not producing to their capability.”

Approach: Analysis of the core problems included a thorough review with each representative to determine selling style, skill level, and potential.

Problem | Solution | Results (click on each heading for more)

The analysis revealed the following gaps in management:

Lack of adequate training of sales reps
Unclear sales targets
No formal reporting or tracking procedure for new business
Lack of clarity with respect to the supervision of the sales reps

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