These past couple of weeks we’ve talked about underperformers, sales superstars, talents, and the right words to say at the right time.
All this time I’ve been talking about the techniques and the right ways to manage your sales team. But here is the thing: when is enough enough? When do you get to throw in the towel and say, “Sales isn’t your true calling. I’m afraid I’m going to have to let you go”?
You are a very busy person. While your sales people are out working towards their quota, you’re stuck in the office, behind a desk, figuring out how to work your own quota. So I’m going to tell you the truth right here.
As soon as you figure that you need to micromanage a sales person, that’s when you know you’ve made a hiring error.
A top-performing sales manager knows this very well. Average sales managers are aware of it, too. But they tend to miss the point completely. Continue reading
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Wouldn’t your sales managers love to get more done and make more money with less effort?
The thing with underperformers is that because of their failures to hit quota, they start to have a hard time picturing themselves on top. They know they’re performing way below their peers and like a baseball slugger in a slump, they start to lose confidence.
You got ‘em. We all have ‘em.