Two sales leaders explain how they handle underperforming reps: managers ride along for coaching, struggling reps go to a two-week retraining program in Dallas, and anyone below 20% quota for three straight months gets fired.
Now, let's say that you had salespeople that were not hitting the right numbers. What would happen?
When we were smaller, the managers would try and handle retraining the guy, take him out of the field for a little bit, ride with him. The managers all rode with the guys just to see what the presentation was. They rode more with some guys who were having problems. They spent more time with them. We also had a program where at some point we took some of the retraining out of their hands and we brought them back into corporate. Into Dallas, we would do a 2-week retraining with them, the whole presentation. They'd go through the whole thing, see where their problems were, and then our trainer would analyze on an individual basis what the issues each individual had.
At what point did you say, uh-oh, this guy needs to be pulled out?
Well, if he was under 20% for more than 3 months in a row and he was always on the bottom, then he was gone.
