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Firing Line

Is there a slacker on your sales team? It might be time to say goodbye.

This story appears in the December 1998 issue of Entrepreneur. Subscribe »

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.

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