I hope you enjoyed the radio show today, it was great and the response was terrific, even though there were some technical difficulties with the phone lines.

I mentioned on the show that you DO NOT want to miss the teleseminar on June 25th. An entire hour dedicated exclusively to overcoming objections in sales. Now to the post of the night. There comes a time when all managers have to draw a line in the sand. In other words, all the techniques you have learned from this blog 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. Remember kind readers an earlier post about "The Cooks In The Kitchen" story? The date on the termination papers will be at a time of YOUR choosing. There always comes a time in sales and management.

"The Specialist"

P.S. - Don't forget, be one of the first 100 to sign up for the newsletter. There's a lot of exciting stuff happening that you don't want to miss.

››› View all articles here...

This groundbreaking show features many of the same informative and cutting edge topics offered in his teleseminars and blog.

››› View the show schedule here...

This website is dedicated to sales and management professionals in search of 'real' information that will provide opportunities for learning and growth within their chosen occupation. Our goal is to offer a source of pure information, an open and honest exchange of ideas, a resource that anyone can return to for relevant topical discussions within the sales and managment arena.