July 2015
Beginner
112 pages
2h 22m
English
Content preview from Sales Management (The Brian Tracy Success Library)Become an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
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SEVENTEEN
Let Your Poor Performers Go
Describing one of the seven keys to building a great company, Jim Collins, in his book Good to Great, said: “Get the right people on the bus. Get the wrong people off the bus. And then get the right people into the right seats on the bus.”
The most stressful part of a sales manager’s life is letting people go and firing poor performers. The second most stressful part of a manager’s life is being fired yourself.
We say, “If you don’t get some experience with the first, you are going to get some experience with the second.” If you cannot let go of poor performers, you will eventually be replaced by someone who can. Peter Drucker wrote, “A manager who keeps an incompetent person in place is himself incompetent ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.