Back on Track! 

The sales performance course correction guide for underperforming sales professionals

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Are you a sales professional who is motivated to achieve your goals, but you are currently underperforming your quota? Does this make you feel uncertain, disorganized, stressed, demotivated, and fearful because of the lack of a clear plan and strategy?

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If so, Back on Track! can help you go from being overwhelmed and underperforming to being informed, organized, confident, energized, and ultra-focused on the strategic plan you have thoughtfully created with clear goals, objectives, strategies, tactics, key performance indicators, timelines, and an accountability partner.

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With Back on Track!, you can ensure that you achieve your quota by year's end and experience the sense of professional accomplishment and personal satisfaction that comes with delivering your assigned quota.

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Back on Track! is available as a live and in-person workshop, or as a self-directed online course that is ready when you are.

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Who is Back on Track! designed for?

B2B Sales representatives:

• ​Underperforming their YTD quota​

• Desiring to learn and implement a systematic, analytical approach to uncover the root cause(s) of their underperformance.

• Who will identify new monthly goals that, when achieved, will enable them to reach their annual performance goals (quota).

• Wanting to create and execute a detailed strategic plan to reverse their current performance trajectory and achieve their quota.

• Willing to be accountable to an engaged, supportive accountability partner who plays an active role in mentoring, role modeling, and participating in weekly accountability and strategy sessions.

 

B2B Sales Leaders

• Who desire to learn and implement a systematic, analytical approach to uncover the root cause(s) of sales representative/sales team underperformance.

• Willing to help team members identify and select their best options to counteract and overcome root causes of underperformance.

• Who will help sales representatives identify new monthly goals that, when achieved, will enable them to reach their annual performance goals (quota).

• Wanting to employ proven strategies and tactics that help underperformers create and execute a detailed strategic plan to reverse their current performance trajectory and achieve their quota.

• Willing to be an engaged, supportive accountability partner and play an active role in mentoring, being a role model, and leading weekly accountability and strategy sessions for their underperforming representatives.

 

How Common is Underperformance?

All sales teams have underperformers – studies show up to 58% of sales professionals underperform their quota. Many sales organizations have at least 20%-30% of their sales team members underperforming at any given time and some have many more.

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Who loses when underperformance occurs and what does it cost

• Organizations

  • Performance vs target/projections

  • Lost revenue

  • Lower market share

  • Lost customers

  • Lost opportunities

  • Reduced ability to recruit and retain top sales talent

  • The cost of turnover

  • Low morale

  • Reputation in the marketplace

• Sales leaders

  • Lost Commission/bonus dollars

  • Lower annual performance review rating

  • Lower or no annual raise

  • Reduced company standing (lower trust and value to the organization)

  • Delayed or lost advancement opportunities

  • Ultimately, underperformance will lead to job loss

• Sales Representative

  • Lost Commission/bonus dollars

  • Lower annual performance review rating

  • Lower or no annual raise

  • Reduced company standing (lower trust and value to the organization)

  • Delayed or lost advancement opportunities

  • Ultimately, underperformance will lead to job loss​

 

What is the Back on Track! Solution?

Back on Track! guides sales professionals step-by-step through the creation of a personalized, written strategic sales plan (their Playbook) designed to ensure they achieve their quota

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Back on Track! Participants will:

• Identify the challenges impacting their sales year and know why they are occurring

• Understand their territory’s revenue dynamics and the impact on sales performance

• Determine the net sales revenue growth required to achieve monthly and year-end goals (quota)

• Establish revised monthly sales goals

• Understand, identify, analyze, and select the best options to generate the sales revenue volume needed to achieve quota

• Identify, and then create a plan to protect, retain, and grow key customers

• Create a detailed, written personalized Playbook.

  • The Playbook is their strategic plan to grow sales revenue and achieve quota

  • The Playbook is also their strategic plan to “work smarter” and maximize overall professional effectiveness

• Create a detailed, personalized written strategic plan to maximize professional effectiveness:

  • Establish an effective and repeatable sales process

  • Enhance closing success rate

  • Effective Pipeline Management strategies

  • Improve selling skills, time and territory management, and rapport & relationships

  • Increase the quantity, quality, and dollar value of sales opportunities

  • Reduce the time required to close the sale and gain product utilization

  • Position products more effectively

  • Optimize attitude: coachability and self-management

  • Compete effectively

• Create a one-page success plan

• Identify an accountability partnership

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Why do Sales Leaders invest in Back on Track! for their teams?

Sales leaders are acutely aware of those sales representatives who are underperforming their YTD quota. What they want to know is whether or not the sales professional has a realistic, viable written plan to correct their underperformance and deliver their annual quota as expected.

 

Back on Track! ensures the answer to this is “yes!”

 

Sales leaders at all levels recognize the value that such a written plan provides. Sales managers use the plan as the centerpiece of mutual understanding, collaboration, and agreement on expectations, goals, objectives, strategies, tactics, KPIs, timelines, and required resources.

 

The written plan created in Back on Track! is the foundation of communication and ongoing coaching between the sales leader and the underperforming sales professional.

 

Back on Track! provides a level of guidance, analysis, thought, and detail far beyond any plan that sales professionals are otherwise left to develop on their own.

 

Who Created Back on Track!

Kevin Onarecker is the creator of Back on Track! A 30-year career sales professional who has made thousands of sales calls, earned accolades for individual performance and for sales leadership, trained hundreds of sales professionals, developed and led sales leaders, and led sales organizations. And, has delivered nearly $1B in sales revenue over the course of his career.

 

Availability:

Back on Track! is available as a live, on-site workshop or as a self-directed online course.

Sales coaching is also available if desired as a means of support after course completion.

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To book an appointment with me and learn more OR to schedule Back On Track! training for your team, email, call, or text using the email address or phone number below.