Ryan 🏋️☎️ Reisert’s 5-Call Blitz Method for Identifying Underperforming Sales Reps

In a recent LinkedIn post, Ryan 🏋️☎️ Reisert offers a direct and actionable strategy for sales leaders to identify and address underperforming representatives more effectively. Rather than adhering to traditional waiting periods, Reisert advocates for a rapid assessment method he calls the ‘Call Blitz.’ This approach, he argues, provides clear indicators of a sales rep’s potential for improvement and their willingness to accept constructive criticism.

Reisert’s core proposition is to move beyond superficial metrics and delve into the actual execution of sales calls. He suggests that observing a small, concentrated number of calls can be far more revealing than tracking results over an extended period. As Reisert notes:

Don’t wait 30 days. Do a Call Blitz with them and listen to 5 of their conversations. Not for results. For execution.

This emphasis on execution over immediate results is central to Reisert’s methodology. He believes that true sales talent is demonstrated not just by closing deals, but by the underlying behaviors and skills employed during client interactions.

Assessing Sales Execution Through a 5-Call Blitz

Ryan 🏋️☎️ Reisert breaks down the key behaviors that can be observed within this rapid assessment. According to Reisert, by the fifth call, a manager can discern several critical traits:

• Genuine Curiosity: The ability of the rep to ask authentic, probing questions rather than simply reciting a script. Reisert points out that the reps who ask ‘real questions’ show an actual interest in the prospect’s needs.
• Active Listening: Whether the rep can genuinely hear and process objections, adjusting their approach accordingly.
• Coachability: A rep’s responsiveness to feedback. Reisert illustrates this by stating, “Call 1 you say ‘slow down.’ Call 2 they’re slower.” This demonstrates a willingness to adapt and improve based on guidance.
• Accountability vs. Excuses: The distinction between reps who take ownership and those who blame external factors. Reisert highlights that some reps “blame the list, the dialer, the market” when issues arise.

The Core Question: Improvement or Excuses?

The ultimate goal of the 5-call blitz, as outlined by Reisert, is to answer a fundamental question about each representative: “Does the rep get better over time or just make excuses?” This simple yet profound question gets to the heart of identifying trainable talent versus those who may not be a good long-term fit for a sales role that requires adaptability and growth.

Reisert’s approach is designed to provide sales leaders with the data needed to make quicker, more informed decisions. He suggests that this method can prevent the prolonged frustration of managing underperformers by offering an early warning system.

5 conversations will tell you.

By focusing on these core execution elements, Reisert provides a framework that prioritizes observable skills and coachability, offering a more efficient path to building a high-performing sales team. His concluding advice is succinct: “Coach live, fire early.” This encapsulates the proactive and decisive stance he advocates for sales leadership.