Sales management · Motivation and coaching
Find out why a rep is behind before deciding whether they should stay.
An under-performer coaching plan is a written, dated process that finds the reason a rep has missed target and sets 30, 60 and 90 day steps to fix it. It ends either in recovery or in a documented decision to part ways, with a record that is fair to both sides.
Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.
In one paragraph
An under-performer coaching plan is a written, dated process that finds the reason a rep has missed target and sets 30, 60 and 90 day steps to fix it. It ends either in recovery or in a documented decision to part ways, with a record that is fair to both sides.
A rep at a Pune kitchen-equipment dealer has missed target for two quarters. The owner is ready to replace the rep and says the rep has no drive. Nobody has checked that the rep's territory lost its biggest hotel client in April, or that the rep spends three hours a day in traffic between two far-apart shops.
The plan begins with a diagnosis. Sales manager and rep go through the calendar, the call count, the route and the pipeline, and sort the cause into one of four: new and not yet trained, wrong territory, wrong skills, or wrong attitude. The owner approves the outcome. Accounts supplies the numbers.
It replaces the sudden exit and the long silent grudge, both of which cost you a recruiter's fee and a vacant territory. It sits after the weekly coaching routine and the field ride form, which should have surfaced the problem, and before any separation process, which belongs with your HR adviser.
Where this sits
Topic 6 of 14 in sales management: motivation and coaching. Finding what moves each rep and coaching to it.
- The topic before
- Sales training and development
- The topic after
- Compensation
If you want this done for you
Sales blames the leads, marketing blames the reps, and nobody has the data to settle it.
The work
What this is actually like.
“Check the territory before you check the rep”
A big client lost, a competitor's new distributor, a road closed for a year. Write down what changed in the territory since the rep last hit target. If the market moved, the fix is a new territory or a reset target.
“Activity data tells you which problem you have”
A rep with plenty of calls and few orders needs closing help. A rep with few calls needs a conversation about time and motive. Count calls, visits and quotations for four weeks and the answer fits on one page.
“Thirty, sixty, ninety must be small enough to pass”
A plan with three targets the rep can reach builds confidence. A plan that asks for full target in thirty days is a dismissal in writing and the rep knows it. Make the first checkpoint about activity, the last about orders.
“An unfair process costs more than the rep”
Verbal warnings, no notice and no recorded reasons turn a sales problem into a labour dispute. Follow your own HR policy, give notice in writing and talk to a lawyer or HR adviser before any exit. Rules differ by state.
What we do
What you end up with.
The documents this topic produces, what each one is for, and how you know it is finished.
The diagnosis sheet
Four blocks: territory changes, activity data for four weeks, skills seen on rides, and the rep's own account. The last line is the single cause the manager and rep agree on.
Result: Finished when the rep has read the sheet and corrected at least one fact on it.
The written improvement plan
Targets for day 30, 60 and 90, the support you will give (rides, training, a changed territory), the check-in day and what happens at each checkpoint. Signed by rep, manager and owner.
Result: Finished when the rep can say what is expected by the first checkpoint.
Check-in notes
Date, what was done, what was missed, what help was given. Short and factual, no adjectives.
Result: Finished when a stranger reading the file could tell what happened at each check-in.
The outcome note
At day 90, one page recording recovery, extension with new targets, a move to another role or separation, with the reason and the owner's signature.
Result: Finished when the note matches the notes before it and nothing in it surprises the rep.
Why us
Why owners pick GullySales over an agency.
Marketing and sales, as one job
Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.
The person on the first call does the work
No account managers in between. You are never handed to someone you have not met.
A baseline before anything starts
Your numbers are written down on day one, so every later report compares against something honest.
The fee in writing, split three ways
Our time, your media spend and production on separate lines. You always see what goes to us.
No guarantees we cannot keep
The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.
One office, and we say so
Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.
#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.
Your brief
Tell us what you need, and we will read it before we call.
Eight short steps about your business, what you want and who decides. Most questions are a tap, and you can skip any you would rather answer on the call.
FAQ
Questions owners ask before they call.
Not here? More answers, or ask on WhatsApp.
When does the plan start?
What if the rep resigns during the plan?
Can we track the rep's location to check activity?
Is a 90-day plan too long for a small firm?
How much does it cost?
How long is the contract?
How soon will we see results?
Who will actually do the work?
What do you need from us?
What if we are not happy with the work?
Where to go next
The work that carries this topic further.
The rest of motivation and coaching
Or read all of sales management.
Your next practical step
Tell us what you are trying to grow, and we will read it before we call.
Eight short steps, mostly taps. Skip anything you would rather answer on the call.