If you are building a sales team or planning on building one, handling people is going to be one of the biggest challenges you've ever faced. You got to where you are because you're good at sales, probably level-headed, and are in control of your environment.
Many of the people you bring on may have the sales part down, but they may not be as level-headed as you and they may not be as good at keeping things that happen at home from impacting their productivity at work.
There are a few ways that you can rehabilitate an agent who is going through some stuff, or even may be on the way out do to emotional or psychological reasons.
1.) Make sure to make direct contact with the individual and not try to sort it out through a text message. I have made this mistake too many times. Texts can be taken the wrong way very easily and its very hard to repair the damage with more words.
2.) Empathize, understand, and be supportive. Understand that someone's big issue may not seem so big to you, but its big to them. They may need help working through their issues, and you better be there to support them and provide an ear they can talk to.
3.) Have them establish a close relationship with someone else in the company that they can go to for help. They may not feel comfortable approaching you with their issues, but may feel more comfortable talking to a coworker.
4.) Monitor statistics and nip the issue in the bud. If a consistent sales rep has a drop in their production statistics, its probably not because they're being lazy. They probably have someone going on in their personal life that you have to figure out through direct contact with that person.

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