What if a team like the Chicago Bears was to make a statement like “don’t worry about your performance, you’ll always have a spot on the team as long as you just show up.” ? Do you think the player would play as hard. Do you think they would give it their all? Of course not. Nothing motivates an athlete more than the threat of being cut.
Salespeople are no different. If they feel like their job is an entitlement, then you have a problem. Top sales forces average 20% turnover per year. This sends the message that mediocrity is not acceptable. Remember that salespeople opt into the list of those that need to be cut from the team.
Do you know who is next on your cut list?
- Jody Williamson