Are they Lazy, have no updates (not speaking to their customers), Or worst, are there really is no updates form the customer (You have bad deals). With the teams StrategyDo’s management consultants have led over the years, we usually find that: ~ 25% of your sales force is on top of it [A players] ~ 25% are not performing and likely need to go. ~ 50% of the ones in the middle, have the most potential but lack the proper direction and FOCUS!
A general rule of thumb is that it takes 2 months to find a good candidate, 3 months to properly on board and specifically in sales, another 3-6 months to start closing deals. Now replace the word “Sales” with “Operations” or “Finance” and ask yourself, is your team motivated and as passionate about their jobs as you are about running your company?
One of our specialties here at StrategyDo is to look at all angles of the business and assess the strengths and weaknesses of the entire team. Sometimes your best salespeople come from Operations or Finance! So, before you start posting new positions for underperformers, consider a Sales | Operations | Finance assessment performed by one of our top tier Consultants.
