A reader writes:
We recently hired a new salesperson that assured us that he was a “get-it-done” kind of person. Despite our best efforts in training, motivation, and update meetings, he hasn’t delivered. He is significantly behind the other salespeople, even the other recently hired ones. His answer is always that he needs us to spend more money on something. It coincides with an attitude of entitlement. We made it clear during the interview we are a lean organization and that we have to make do with the limited resources we have. Is there anything we can do to turn around this “can’t do” attitude or are we just kidding ourselves?
Well, my first answer is, yeah, you’re kidding yourselves.  And that was my second answer, too.
But then I got to thinking. You’ve invested a fair amount of money and time on this guy, so maybe it’s worth giving him one more chance.
However, I think you need to change the name of the game.
Anyone who’s raised a toddler knows that the best way to get somebody out of “entitlement” mode is to stop doing things for them. Cold turkey.
So here’s what I’d do. Put him on 100 percent commission. No draw. Nada.
If he quits, then it’s “don’t let the door hit your butt on the way out.” If there’s anything there worth saving, being on 100 percent commission will force him to stop making excuses and start selling.
I’d give it about a 10 percent chance of working. If that. But it’s about the only thing to try at this point.
Readers: Any other suggestions? Or should they just give the bum the boot?
