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8. Hold regularly scheduled Goal-Setting Meetings (GSMs) with the low performer. They should be consistent, one-on-one meetings between salesperson and coach. Review performance from the previous period, and create a game plan and short-term action steps for the upcoming period. Have the low performer sign off on the agreed-upon goals. Between meetings, check in constantly, making liberal use of the three magic words “How’s it going?” GSMs combined with constant follow-up is very close management that will drive a low performer either up or out.
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