MAJOR REASONS FOR FIRING SALES PEOPLE

TEAM-7

FIRING OF SALES PEOPLE

Terminate or transfer Train and provide personal goal development Retain and provide growth opportunities Maintain and monitor sales performance

As the old saying goes... "If you cant change your people, then change your people."

INCOMPETENCE & INSUBORDINATION.

Incompetence means that the sales person does not possess the skills to do what has been requested. He understands what you have asked of him, but just cannot do it. Insubordination means that the sales person has the skills, but for whatever reason is not doing what has been asked of him. This could be a motivation or morale issue.

NEGATIVE ATTITUDE

Sharp responses Voice inflection Gritting Teeth Body Language Passive Aggressive Behavior

LACK OF SALES INTEREST.

POOR WORK HABITS

Planning Poorly Putting Personal Life Before Work Being Late for Meetings Too involved in office politics Badmouthing the company

INABILITY TO MEET OBJECTIONS; SLOW, UNRESPONSIVE

Sales objections are roadblocks, not dead ends
Were already working with someone else. We have no need for or interest in this type of product. Im too busy.

LACK OF CLOSING OF SALE

'The close of the sale is usually described as the point where a prospect or customer agrees to buy. The general economy makes the buyer much more cautious about buying. 'Multiple Decisions -- Mutual Understandings.'

LACK OF SELF CONFIDENCE

Selling can be a tough job, but it's impossible when you lack self-confidence.
Step 1: Preparing for Your Journey Step 2: Setting Out Step 3: Accelerating Towards Success

LACK OF SELF EVALUATION

Sales revenue generated during the past Number of units sold during the past Number of new customers [brought in/ retained] during the past

THE FIVE KEY ASPECTS OF SUCCESSFUL SELLING

1 - a well defined sales process 2 - sales people need to have the essential skills 3 - focus on sales people's selling activities 4 - encourage and expand sales people's belief in their own capabilities 5 - sales leadership develops sales people's potential

RE INSTALLING OF SALES PEOPLE

Has this sales person received all of the necessary training? Does the sales person have access to all of the needed sales support tools? Have you done all you can do to properly motivate and lead the sales person? Have you talked to, and more importantly, listened to the sales person?