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This may generate some sparks, but; it is the way I see it and the way I teach it and the way I do it in the real-world. 
When do you Fire a Sales Person?
Answer: You fire a Sales Person at that Point when you realize they are Never-Ever going to make it. 
Here are four “E’s” in Zieglerism…
E = Evaluate
E = Educate
E = Elevate
E = Exterminate
You must measure their skill and attitude first, then train and educate, THEN, you must make an effort to elevate – bring them to a higher level of performance.
If that Sales person is incapable or unwilling to do what they have been trained, then it is not a difficult decision. YOU cannot remain employed here. EXTERMINATE.
We are a “Performance Oriented Organization”
Performance based Pay Plans
Performance based Promotions
Performance based continued employment
We are Not a Safe-House for Under-Achievers
How do you fire a Sales Person?
After counseling and coaching, training, and one-on-one evaluations…
Fire that person the moment you realize they’re incapable.
If a Sales Person is insubordinate or just Flat-Out refuses to do the dealership Processes or Disrespects Management, then FIRE them with no amount of dignity. 
Launch Them with a bad reference. 

Views: 393

Tags: Alpha,, Conference, Dawg, Jim, Super, SuperSystems, Ziegler


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Comment by James A. Ziegler on April 9, 2015 at 6:38am

NOT sure Brian Bennington, either I have less patience with idiots, or there are now more idiots to deal with.... 

Comment by Brian Bennington on April 9, 2015 at 2:46am

Hey "Alpha Dawg,"  Do you find that the older you get, the less patience you have with idiots? 

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