Most sales managers got to where they are because they were effective salespeople, first.
And they became effective in sales because they were optimistic.
Then they were elevated to a management post, and they retained that optimism, projecting it into their crew. But the mark of a mature manager is adding a certain amount of realism to their mental mix, especially when it comes to evaluating the people under their supervision.
This is especially necessary when our hires don't live up to our expectations for them.
Many managers are reluctant to confront the fact that they brought aboard someone who, for whatever reasons, just doesn't have what it takes to succeed. Instead of biting the bullet and dismissing them promptly, they hope for a turnaround.
What is it that can tell us the person should be let go? Here are five signs that you hired a loser:
(1) Distractions constantly beg for their attention.
(2) They succumb to analysis paralysis.
(3) They ask everybody for their tips.
(4) They make excuses.
(5) Their attitudes change, noticeably, from positivity to creeping negativity.
The best hires, by comparison, tend to be READY-FIRE-AIM types who want to:
(1) Eschew all distractions and focus on selling, alone.
(2) Keep their task simple and unambiguous.
(3) Follow management's directions or stick to their personal formulas for success.
(4) Take total responsibility for results.
(5) Stay positive, knowing that nothing can withstand an ongoing assault of someone that perseveres.
As a sales manager and a consultant I've seen very few salespeople who survive the negatives noted in the first list, and none that have gone on to achieve distinction.
All of the true winners have manifested the second set of characteristics, however.
Look at your sales crew and assess them using these items.
Let me know if you find them helpful!
Dr. Gary S. Goodman is the best-selling author of 12 books, over 750 articles, and the creator of numerous audio and video training programs, including "The Law of Large Numbers: How To Make Success Inevitable," published by Nightingale-Conant-a favorite among salespeople and entrepreneurs. For information about booking Gary to speak at your next sales, customer service or management meeting, conference or convention, please address your inquiry to: gary@customersatisfaction.com.
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