The figure in your spreadsheet doesn\u2019t lie: 13%. Your best salesperson accounts for about an eight of your sales, but you still have major doubts. His beliefs don\u2019t fit in properly with your new business strategy, and even after lots of meetings, training and supervision, he\u2019s still holding firm to his convictions.<\/p>\n
He is still the technical salesperson who speaks most to your clients about how good your products are, but he doesn\u2019t really listen, and is always boasting about his experience and skill. He still believes that selling to technical teams who can then defend their choices internally is the way forward. He doesn\u2019t really help you think about the business as a whole or work out concrete ways your products can help clients move forward with their business strategy. But he\u2019s still the best salesperson when it comes to sales and margins.<\/p>\n
One of our clients struggled with this dilemma a few years ago. They ultimately decided \u2013 hesitantly and fearing a negative impact \u2013 to end the collaboration. And sales didn\u2019t fall by 13%; indeed they didn\u2019t fall at all. It seemed the salesperson was actually an obstacle when it came to capitalizing on the sales growth within the sector. In fact his departure even had a positive effect on short-term sales, and now \u2013 a few years later \u2013 it\u2019s left no negative trace whatsoever. That\u2019s the relative worth of your best salesperson. Other employees have noticed a positive impact on the internal operation too.<\/p>\n
This mainly illustrates the importance of permeating company values and beliefs throughout all your business activities, including the HR policy. Every employee is an ambassador for your strategy. If this isn\u2019t the case, there\u2019s no getting round the fact that you\u2019re better off without them. This might be a very unpleasant thing to do, but it\u2019s essential for your department or company future.<\/p>\n","protected":false},"excerpt":{"rendered":"
Every employee should be an ambassador for your strategy. Otherwise you\u2019re better off without them.<\/p>\n","protected":false},"author":9,"featured_media":7054,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[4],"tags":[276,278,277,244],"department":[511],"media":[545],"topic":[514,522,515],"acf":[],"yoast_head":"\n