Which of the following strategies can help manage underperforming sales personnel?

Providing additional training and setting specific goals is an effective strategy for managing underperforming sales personnel because it focuses on skill development and clear expectations. When sales representatives are not meeting performance standards, it's essential to identify what skills or knowledge gaps may be contributing to their underperformance.

By offering additional training, management can equip these individuals with the tools and techniques necessary to improve their sales abilities. Training can include product knowledge, sales techniques, or customer engagement strategies, tailored to the specific needs of the employee.

Setting specific goals further enhances this approach by providing measurable targets for improvement. These goals give employees direction and motivation, allowing them to understand what is expected of them and to recognize their progress over time. This combination of training and goal setting fosters a supportive environment where underperforming sales personnel can develop their skills and increase their effectiveness, ultimately benefiting the organization as a whole.

In contrast, the other choices do not address the root causes of underperformance, and some could potentially have negative consequences that hinder team morale and sales performance overall.