Salvaging Problem Salespeople

by Brian Jeffrey

Here’s an excerpt from  the eBook . . .

Some people will delight in telling you that all salespeople are problems and nothing but problems. That’s not quite true. But every now and then, despite all your best efforts at trying to hire the right person, you hire a problem.

Sometimes you inherit the problem "” a salesperson hired by your predecessor, who didn’t (or couldn’t) solve the problem and it now becomes yours. Sometimes the problem simply springs up out of nowhere "” a formerly good performer gone sour, and you have to deal with it.

What you do about the problem depends on what the problem is and its magnitude. Sometimes there’s nothing that can be done. Other times it’s simply a matter of coaching the person. More serious problems may be solved with counselling while the biggies may require major surgery (termination).

Whether you hired the problem salesperson or inherited him, the problems generally fall into three categories:

1. Operational
2. Personality
3. Performance

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