Reviews and Expert Analysis · Sales
What's the right framework for deciding whether to reassign an underperforming account vs. Invest in coaching the rep who owns it?
The decision to reassign an underperforming account versus investing in coaching a rep is a revenue-critical choice that impacts immediate pipeline and future team capability. You need a data-driven framework that prioritizes revenue protection while developing your talent. Start by diagnosing the account's true viability and then assess the rep's overall performance and coachability.
The Detail
This isn't a gut call; it's a strategic decision based on metrics and a clear understanding of your capacity and costs.
1. Define "Underperforming"
First
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