|Weeding your sales department garden|
|Written by Phil Kemper|
|Monday, January 30 2012 09:08|
Many of our client companies tell us they are making a few, careful staff cuts---particularly involving un-productive staff members. They want to get rid of their marginal performers and fill those spots with fresh sales talent. And I say they are right on target.
I call this "weeding your sales garden." If your sales force were a garden, what would it look like right now? Certainly this weeding process can apply to all the departments in your company. I've just chosen sales because my company, Kemper Associates, has extra heavy search activity in it right now. To find out how to put your master gardening skills into play on your sales force, read on.
With our economic slowdown, we have no room in our companies for sub-standard, non-performers. No doubt you have already been terminating these employees. By getting rid of non-performers, you make room for new performers. It's like your garden. If you don't pull out those weeds, the healthy plants won't have room to grow. If you think you may need some weeding, here are some suggestions to help you in your process.
First, do a thorough analysis
Make the decision
If you find yourself hesitating, remember this "golden rule:" Good salespeople want to be around good salespeople.
This is the most important reason to weed your sales garden. If you don't weed out your non-performers, you stand a great chance of losing your superstars. Yes, good salespeople want to be around other good salespeople. And when they are in a company where bad sales performance is tolerated, they don't like it. It brings them down. In the end, if the situation remains unchanged, they leave. Just like the garden. If you don't pull those weeds, you're going to lose your superstar flowers.
See you here next month for our article: “Using contract specialists is easy and profitable.”