I had a new client ask, “How do I fire a low performing sales person and gather the proper documentation to insure I don’t get sued for wrongful termination?”
When I get this question, it’s obvious to me that this client lacks the systems and processes needed for their sales department. If they had them in place, first of all they wouldn’t need me and secondly, they wouldn’t have any concern about being sued for wrongful termination as the evidence would be present in the documentation of the activities of the person being let go!
Like most businesses, there are procedures in place for the way in which a piece of machinery is operated, for the way paperwork is handled and documented, and how the monthly financials are recorded, reported, measured and analyzed. What we find over and over is the lack of these types of systems and processes in place for the sales department. And for gosh sacks… isn’t driving sales revenues every business owner or CEO chief concern?
Some organizations confuse sale procedures with sales processes. To clarify… sales systems and sales processes are the specific activities which take place BEFORE the sale is made! Once the sale is made then the internal “procedures” for delivering that product or service is triggered; like purchase orders, data input, manufacturing specifications, time lines and delivery details.
Get your sales systems and processes in place so that management can document the progress of each sales person and be confident when letting go of low performing employee.