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There Comes A Time In Sales And Management

Written by: Charles Kettner

Article Overview: It continues to amaze me that, when you finally back the non-productive personnel into the corner, they suddenly start producing.

There Comes A Time In Sales And Management

There comes a time when all managers have to draw a line in the sand. In other words, all the techniques you have learned are great. Having said that, when all else fails it becomes time to make a stand and evaluate your entire staff and the you must give them an ultimatum to the ones that are non-productive. Either produce or be gone!

It continues to amaze me that, when you finally back the non-productive personnel into the corner, they suddenly start producing. Now remember, this is a last resort, but an effective one. In essence what the non-producers are telling you is that, unless their position is in jeopardy, they are not going to produce. Unfortunately for them what they have really done is shown you that it is not the lack of ability or lack of understanding that has caused the lack of production but strictly a LACK OF DESIRE! What they never realize in time is that by forcing you to go to the last resort they have in effect signed their termination papers.

The termination papers are just not dated yet. The date on the termination papers will be at a time of YOUR choosing. There always comes a time in sales and management.

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Article Tags: jeopardy, lack of desire, last resort, line in the sand, producers, ultimatum



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