Identify Challenges: Start by having an open conversation to understand their specific challenges. Are they struggling with product knowledge, customer engagement, or time management? Identifying the root causes will help tailor your support. Utilize Incentives: Consider implementing incentive programs that reward progress, not just outcomes. Recognizing improvements can motivate them to keep striving towards their targets.

Team members KPI should be interrogated to determine areas of strength and areas of weaknesses. An improvement in KPI's weaknesses will enhance sales activities and productivity. The sales team have to have robust product knowledge, selling skills, presentation skills, channel management, task management, project management, effective communication, probing skills. S.MA.R.T Goals and targets set should be achievable in line with the resources, the infrastructure, the coverage area, the psychographics, demographic, firmographic indices per territory. Product supply should also be constant, if fast moving goods are in short supply, sales would slump.

Make sure their sales targets are realistic (SMART). At one point, I owned 11 stores spread across a region. Every store had a different opportunity because of its location. So we had different targets for each store. But within each store, the team member's targets should be benchmarked against their store's top performers. You need to observe them in action to find their weak link(s). Do they engage shoppers effectively? Are they curious enough to discover the shopper's pain point(s)? Do they know how their products can solve that pain? Are they scared to ask for the sale? And then coach up their weaknesses while recognizing their strengths.

We need to identify where the deviation from the sales target is occurring, whether it is focused on a particular channel or a specific product. Then, determine the reason for this decline, whether it is originated from changes in consumer’s demand, market shifts, or a competitor’s commercial strategy . Finally, work with the sales executive to identify opportunities to increase sales. This could be through pricing, promotion, training and also identifying if there is a specific channel that could help complement the general shortfall in meeting the target. The communication with the team member must be open, transparent and always with the focus in providing the help needed and aligned with KPIs and short term objectives.

By first identifying the factors that are holding him back: - Shift timings, mostly at a slow period - Product knowledge - Body language of colleagues who are more proactive - General approach towards sales By engaging with him after finding the relevant factors holding him back and working out an improvement plan for him, subsequently, we can monitor his performance by strategically placing him with more experienced and optimistic colleagues who exhibit positive body language on a daily basis, while simultaneously providing consistent encouragement.