ProActive Sales Management, 2nd Edition

Chapter 5

Corrective Action

Corrective action does not mean firing someone. If you need to fire someone, do it. If something has been done to cause immediate termination, then terminate. Going down a path of corrective action when the employee needs to be terminated is only going to delay the inevitable. It's important to keep in mind that if the day arrives when you need to terminate an employee, you must follow the legal and human resources policies and guidelines your company has defined. The legal guidelines vary by company, so check with your human resources department before terminating an employee.

Corrective action has a purpose. The objective of corrective action is to notify an employee when he needs to make an improvement, and give ...