Sales Managers and Improving Sales Effectiveness
Many managers, if on the borderline of attaining their quotas, tend to keep low-performing salespeople on the books for too long. Those managers would rather keep under performers on the books to generate even a few sales rather than the guaranteed zero sales they’d get if they fired the bottom tier.
That can have worrisome implications for company leadership. It doesn’t do your company any favors to have bad salespeople representing you.
Source: Selling Power