Short excerpt from a Jason M. Lemkin YouTube talk advising startup leaders to remove underperforming sales representatives rather than retain them. Lemkin argues that keeping reps who cannot close harms top performers (by reducing available leads) and the company (by losing conversions).
Next point to help yourself sales team. And I know you know this, but you've got to cut sales reps that aren't cutting it, and hopefully it's not too many. I. The last thing I believe in is firing tons of sales reps. But you're not doing anyone any favors by keeping a sales rep that cannot close. In fact, you're harming everybody. You're harming the top closers because they're not getting as many leads. You're harming the company because they're not closing those precious leads. Okay?
