As a sales manager, it is easy to get caught up encouraging the top 20% and accepting the mediocre performance of the middle 60%. But what to do with the bottom 20%? At a minimum, the sales manager should be riding herd on the bottom 20%. This is a group that can drag a sales department down faster than a boat anchor. If their performance does not improve, they need to be let go. I know that can be difficult for some managers, but that is the reality of running a productive sales department. Selling Power’s Incentives newsletter offers an article addressing this bottom 20%. Fair enough – they should… Read More
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