It is clear that you nurture and support the over performers and should benchmark their performance. They are clearly doing something right that you need to clone. You also need to nurture the average performers. They are steady, pay their way and are difficult to replace. It’s those that fall below average that you need to determine which bucket of the 3T’s they fall into. Give it 3 months to decide their fate-don’t procrastinate. What are some of my tactics in managing the below average sales performers?
Sales Managers must be able to spot good talent and turn around fair to average performers. They must turn over the poor performers and do it quickly. Remember losing an employee affects the entire organization. It has a devastating effect on the rest of the team and has high opportunity costs so objectivity and fairness are a must.
Be objective. Manage performance by the numbers, not by the noise. Allow the quirky personalities to exist as long as they are not detrimental to the team and take incremental steps to rein in the whackiness. But keep the performance standards high.
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