People have a naturally strong desire to be successful. I have never met a person who said, “I really want to under-perform today!” So if you agree this statement is true, why do so many under-perform? It could be the work environment or other factors out of their control. Their genetics will not allow them to perform the task for which they were hired. They may have the greatest desire in the world to perform but absolutely were not given the correct genetics to perform the task at hand.
Consider this: A four foot basketball player can receive all of the training possible and possess the motivation, desire, and positive attitude to dunk a basketball but his genetics say it will never happen. Luckily for basketball scouts and coaches, the genetics in this scenario is pretty easy to identify simply by looking at the player. But determining who on your sales team is capable of really selling is a whole other story.
So what happens when a salesperson under performs? They either get tired of the situation or you get tired of them. They leave you or you leave them. Now you must replace them with another unknown person who may or may not perform to your and their expectations. The merry-go-round of recruiting. Any idea how much it costs to replace a salesperson? OK, so I won’t point the cost out to you…you already know it is ridiculously high.
We have spent nearly two decades diagnosing why salespeople underperform and why they leave good companies. Our conclusion...most people don't leave companies, they leave the job they are in or the role they are playing. Or worse yet the manager to which they are reporting. Researchers estimate over 35% of Americans are in jobs they don’t like.