I've been putting off writing about the sensitive subject of terminating unproductive salespeople for a long time. Isn't that what you do, too? Even when you know it's time to let someone go, you keep finding excuses not to do it. Recently, a sales manager told me she's put off firing a salesman for several months "just because he's such a nice guy."
Is there someone on your team right now who should be fired? Do you lack the courage to take such a difficult step? The following fictitious case study and the guidelines that follow may motivate you to take action.
Danielle Kennedy presents sales and marketing seminars and keynote addresses worldwide and is the author of seven sales books as well as audio and video sales training programs. Check local bookstores for Seven Figure Selling and her latest book, Balancing Act: An Inspirational Guide for Working Mothers (both Berkley Press).