Many sales managers often ask themselves what they should do with their non producing sales representatives. Is it time to sever the employer – employee relationship and let them go?
To answer that question you first need to ask yourself if the non performing sales rep knows what needs to be done to be successful. Does he really know how many calls it takes to make quota? If not, have him download our Goal Setting and Action Planning Tool from the B2B Sales Connections Free Download Centre.
If the answer is yes, they know what to do, then the second question you need to ask is if they know how. If they don’t know the proper way to make a sales call, show them. That’s your job as sales manager!
However, if they do know how to sell, and you know that because you have witnessed their skills first hand, then ask yourself one last question. Do they want to? Simply put, are they willing to do what it takes to be a successful sales person at your company? If you get to this last question and the answer is no, there is not much more you can do.
No one likes to fire anyone. In fact, once you have done it once, it will teach you to hire better in the first place so you don’t have to do it often. The fact remains however, it is sometimes in everyone’s best interests to go your separate ways. The sales representative is not happy as they are not reaching their personal goals, and neither are you.
Now before you march the sales representative into your office and hand him his walking papers, wait! There is a defined process you need to follow to do this. Otherwise you could cost you and your company thousands of dollars in a lawsuit!
For more information on the proper way to unhire a sales rep, including detailed instructions and templates, check out my book, Action Plan For Sales Management Success. It will give you the information you need to ensure you handle things properly. More importantly, it will provide you with the right recruiting tools and pre-screening procedures to hire the right sales candidate replacement. As a business associate recently said, “Your content, delivery and practical examples provided the students an excellent foundation to understand the complex topic of sales recruitment and socialization”.
To download a free copy of our white paper How To Recruit The Best Sales Professionals which includes “11 Telephone Interview Questions to Find Top Performers“, visit our Sales Download Centre.
Remember, it will cost you more in the long run to have the wrong sales representation in a sales territory than it will to not have any representation there at all. Don’t make the mistake of believing that hanging onto a nonperforming sales person is a better choice than taking the time and effort to hire a new, more productive one. If you have done everything you can, it will not get better!