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7. Collaborate with the salesperson to set specific goals that must be met. The low performer must have a concrete goal to work toward. Focus on things the person can control, such as 50 cold calls by next week. Make sure the person feels confident that he or she can meet the goal, yet be challenged. Put the action plan in a written document (the book has a suggested template) that both you and the salesperson sign. The signatures serve as an extra layer of accountability for both of you.
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