A sales leader explains why he hired a manager to build a stronger team: emotional attachment kept him holding onto underperformers. He learned the hard way that culture alone won't keep salespeople, and that focusing on objective metrics matters more than loyalty to long-time employees.
But we also finally have hit that point that we're hiring a sales manager because what we realized is we got to get better at continually adding people and, and taking, you know, your A, B, C performers and those Cs have got to move out. And we were not good at that. We got too emotionally attached to some of our people, which I think is just natural. And we have to do a better job of looking at those numbers objectives. And it's a lesson I had to learn when I started. I thought, oh, we're going to get salespeople that work for us for life. It's going to be great. We're going to create a great environment, career, and culture. And that's just not the realism of this business. And it took me a while to get to that point.
