Correcting Meet with a sales representative if his or her record is 10 percent or more off target. Review the number of calls made on each significant account plus what he or she feels are his or her problems and accomplishments. Accompany on calls to provide coaching. Conduct regular meetings on subjects that representatives want covered. Increase sales promotion activities.
Transfer accounts to other sales representatives if there is insufficient effort or progress.
Establish tighter control over price variance allowed. Increase or reduce selling prices. Add new products or services. Increase financial incentives. Transfer, replace, or discharge.