Create. Increase. Accelerate. tm
Knowing When To Say Goodbye
September 22, 2009
In my last post, “Time helps no sale” (or, how the pipeline got over inflated) I strongly suggested that a pipeline reality check is a necessary process to go through on a regular basis. Once completed it exposes the reality that some of your sales team will not have enough qualified pipeline to make their quarterly or annual quotas. Assuming that quotas were set properly, and the sales person is being provided the internal resources needed for success, the real questions is; can the sales person achieve success in your company or market? This is often a tough decision to reach!
Our markets are evolving quickly and client buying habits are changing almost daily. Past sales success is not always a good indicator of the future. If you have a sales person who cannot adjust to changing conditions, will not make the impersonal investment needed to win, or has just “lost their fire”, taking action is a mandatory responsibility for a sales leader. We often feel we can “save” the underperforming rep but in reality we are actually cheating our top people out of the time we could be spending with them to develop a prospect or close a deal. Do yourself and your company a favor and don’t be slow to act.
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