Do you have someone on your sales team who is “so nice”? He is the guy or gal that everyone likes. This individual gets along well with everyone. The service staff likes him, the customers like him, he is a team player. He is great. Except for the fact that he wastes too much time on opportunities that never seem to close. He isn’t meeting his goals consistently.
This is the sales manager’s plight. We like some people that don’t produce and we obsess and stress over those that do produce if they have difficult personalities. I see it all the time. […]