According to the 2011 XpertHR managing underperformance survey, six out of ten firms feel that their managers could adopt more effective strategies when dealing with workers who are not performing to the full extent of their capabilities.
However, 60 per cent did note that their organisation as a whole was competent at dealing with any issues among staff.
The most effective strategy for sales managers and other seniority figures to deal with staff was also identified as providing regular informal feedback and guidance.
Rachel Suff, author of the report, commented: "If line managers are going to be up to the task of effectively managing performance - and underperformance - they need the support to discharge this responsibility. Appropriate training in the necessary skills is the bedrock of that support."
Meanwhile, the latest Employee Outlook Survey published by the Chartered Institute of Personnel and Development suggested that the likes of sales managers should aim to focus on staff engagement if they are to quell rising concerns about job security.
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Posted by Wayne Bly
Source: The Sales Director News