Can This Sales Career Be Saved?

Last Updated Dec 15, 2009 11:24 AM EST

SCENARIO: You're managing a group of five sales reps. All are knowledgeable in your product category and all have been trained in your proven corporate-wide sales process. Even so, one of the reps is having consistent and pervasive problems developing accounts and closing business. You've spent six months coaching her on various aspects of the sales process, but there's been no measurable improvement. Here are your choices:
  • Continue to coach -- Some people take longer than others to learn important skills. Keep working with her and eventually your efforts will pay off!
  • Send her to school -- There hundreds of experts and gurus who specialize in turning sales coals into sales diamonds. Hire one and watch what happens!
  • Cut her loose -- Some people aren't meant for a sales job. After six months, it's clear that this woman won't make it. Do her a favor and let her go.
  • Wait patiently -- All things come to she who waits. If you let well enough alone, she'll eventually absorb skills and abilities from the rest of the team.

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