Managing a sales team is never easy, but some salespeople present a bigger challenge than others. Whether they resist coaching, refuse to follow processes, or simply don’t put in the effort, these tough-to-manage reps can drag down team morale and performance. The good news? With the right approach, even the most difficult salespeople can be transformed into top performers. Here’s some challenges we at the KONA Group have seen, and the solutions.
1. The Lone Wolf
Challenge:
Lone wolves are highly independent, often resisting structure, teamwork, and coaching. They may produce results, but they do it their way, ignoring company processes.
Solution:
- Set clear expectations: Define non-negotiable processes they must follow.
- Leverage their strengths: Give them some autonomy, but show how structure can improve their results.
- Use peer influence: Pair them with a high-performing team player to encourage collaboration.
2. The Excuse Maker
Challenge:
This salesperson always has a reason for missing targets: bad leads, unfair quotas, poor market conditions—you name it.
Solution:
- Use data to challenge excuses: Show them hard numbers on why success is still possible.
- Hold them accountable: Implement a no-excuses culture while offering support to improve their performance.
- Focus on mindset shifts: Help them reframe challenges as opportunities rather than roadblocks.
3. The Know-It-All
Challenge:
They resist training, dismiss feedback, and believe they already have all the answers.
Solution:
- Use a coaching approach: Ask thought-provoking questions instead of giving direct instructions.
- Let results do the talking: Track their performance against others and let data reveal areas for improvement.
- Assign them as mentors: Give them responsibility for training new hires, which can make them more open to feedback themselves.
4. The Inconsistent Performer
Challenge:
One quarter, they’re on fire; the next, they’re struggling. Their results fluctuate without clear reasoning.
Solution:
- Identify root causes: Are personal issues, motivation dips, or process inconsistencies affecting them?
- Create structure: Implement a routine and sales process they must follow consistently.
- Celebrate small wins: Help them build momentum and maintain confidence.
5. The Timekeeper
Challenge:
This rep treats sales like a 9-to-5 job, putting in minimal effort and lacking passion for the role.
Solution:
- Find their motivation: What excites them? Money, recognition, career growth? Use it as leverage.
- Incentivise hustle: Set up competitive challenges to push them beyond their comfort zone.
- Make it personal: Show them how exceeding targets can lead to personal and professional gains.
Turning Challenges into Opportunities
Every difficult salesperson presents a chance to improve your leadership skills and grow your team’s overall success. By understanding their mindset and using tailored coaching strategies, you can turn even the toughest salespeople into top performers. The key? Firm expectations, smart coaching, and a focus on results. To learn more about how to overcome challenges in Sales, click here.
Which type of difficult salesperson have you encountered most, and how have you handled them?
At KONA, we don’t just train sales teams—we transform them. Our cutting-edge programs blend psychology, emotional intelligence, and real-world sales techniques to drive sustainable success. Whether you’re looking to develop emerging talent or elevate seasoned professionals, our high-energy approach ensures lasting impact. Your team deserves more than generic sales training. They deserve a program that ignites passion, builds skills, and delivers results.
To learn why KONA’s sales training processes are preferred over more traditional sales training methodologies (such as the Miller Heiman sales process) – read more here.
Contact KONA today to discuss our range of tailored Sales Management Training Programs.
Call 1300 611 288 or email info@kona.com.au
