several considerations when addressing sales performance issues.

 Infosalesmanagement-Why Sales Managers Hate Performance Management 
Performance management can be a dirty job. Many managers shy away when having to deal with performance issues.Here are a few considerations when addressing sales performance issues.

Opportunity Cost: 
What happens when one of your sales people is not performing? Companies have set up a process for addressing performance issues. When addressing a reps performance, sales managers will use formal Performance Improvement Programs (PIP). These are formal procedural documents used to demonstrate that the manager is serious about a reps poor performance. Managing a PIP is time consuming and stressful. Focusing on a non-performing sales rep diverts a sales managers' time from important activities, such as coaching reps with greater potential. If you believe the sales rep can pull up their performance then you give them the chance. The new sales manager gets tired of pushing the talented slacker to do more and eventually puts them on a PIP. A SIP is a Sales Improvement Program. If you want to proactively manage performance, every sales rep in the organization should focus on at least one area of improvement to take their performance to the next level