Companies often ask us whether they should give up on a rep that is not performing. It is always cheaper to keep someone and turn them around rather than replacing them so the answer usually depends on how long they have been underperforming. If they have been missing their sales quota for too long, it may be hard to turn things around, but if the they are experiencing an unusual dip in results, that is a good time to get close to them and get them back on track. You can’t let them slide too far or for too long.
Where is your head on the person? – Have you got to the point where you don’t think they can succeed. Have you worked with them on closing some deal to create momentum? Have you put them on a Personal Improvement Plan?
Where is the reps head at? – Are they still optimistic and demonstrating the right behaviors. Will the rep’s activities lead to the right results?
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