The days of the Lone Ranger are over. As an owner or sales manager we want all of our sales reps to network, prospect, dig up those nuggets of gold, set the appointment, open the account and service the heck out of them. After all, that’s why we pay them the big bucks. When our reps aren’t doing that we lament that they aren’t working, they are spending too much time in the office or they’re slacking off. For some that may be true. For others it may be that they are out of their element in today's sales game. Many can service, nurture and take care of an account once it’s opened but they struggle to open new business in today’s sales game.
What to do…it’s all about choices. You can get rid of them and you’ll solve your non-performance issue. Another method may be to help them by identifying the strengths and weaknesses of your sales group and create teams that can work together to open and service accounts. With your guidance you might enable your team to perform at a higher level. Give it some thought and compare the "what if" to what you've got now.
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