Managing The Bottom 20%

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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