When (and How) to Let a Salesperson Go.
The metric tells you there's a problem. It rarely tells you whose problem it is.
Why this decision drags out
- The CEO waits for a "clean" moment that never comes.
- One bad month gets treated the same as six.
- The real cause never gets diagnosed, skill, fit, or system.
Before you decide: four questions, answered honestly
- Has this rep been coached on a specific, named behavior in the last 60 days?
- Is the shortfall isolated to this rep, or systemic across the territory or segment?
- Would a manager who inherited this rep today, with no history, make the same call?
- Has the rep been told clearly, in writing, what specifically needs to change and by when?
- If this person quit tomorrow, would it be a relief or a loss?