If you are like most sales managers at this time of year you have a few sales reps who are falling behind in their numbers. You are optimistic that the fall will mean a bounce-back but you don’t want to carry dead weight on your team either.
While successful sales hiring is matter of science, knowing when to fire is usually more complicated than simply looking at sales performance. You have to go beyond the numbers. Is one of your reps doing poorly because it is summer, because of the economy or simply because of bad luck? It is sometimes hard to know.
Here are four things to consider in deciding whether you need to make change and say goodbye to one or more of your sales reps?
1. Lack of communication – they are not keeping you updated on tasks, progress
2. Wrong activity – the plan has been set, but they are not working the plan
3. Lack of intensity – they seem to be accepting poor performance rather than fighting to get on track
4. Trust your gut – If you think one of your reps is not putting forth their best effort, they usually aren’t.
Look beyond the numbers to know when to fire.
To your success!
Eliot received his B. Comm. from Carleton University and has been honored as a Top 40 Under 40 Award winner.
He co-authored Sales Recruiting 2.0, How to Find Top Performing Sales People, Fast and provides regular insights on sales team management and hiring on the Peak Sales Recruiting Blog.
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