Saturday Morning Sales

Kevin Latchford

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If You Don’t Want To Be Here – Please Just Leave - May 30, 2015

Last week my wife and I were at a dinner party hosted by friend who has spent the past twenty-one years in human resource management. We were having a drink before dinner, swapping work stories, and so I took the opportunity to pick his brain on a subject I am currently facing. I asked, “How would you handle a conversation with an employee that doesn’t seem to want to be with your team anymore?” His answer was a bit surprising, maybe because I was expecting it to be rather politically correct, or more sensitive in nature. So, here’s his answer, and this post goes out to all of the sales managers who face this same situation.

 

Sit the employee down for a five minute conversation over a cup of coffee, look them square in the eyes, and ask them, “Do you enjoy working here?” Then, stop talking, no matter what.

 

What transpires next will be the determining factor for the rest of the conversation. If the employee pauses, looks as though they are pondering their answer, and then begin to speak – whatever they say is not entirely true. The real answer, at least 9 times out of 10, will be blurted out unexpectedly. It is human nature when faced with such a blunt question that the employee doesn’t even realize they are answering so quickly and honestly. Yes, of course I like working here, why would you even ask that question? (or) Most of the time, but there have been some things bothering me lately. (or) No, actually I haven’t been happy in some time.

 

Whatever the answer is, if it comes instantly when asked, be prepared as the sales manager to then deal with the fall out. Keep in mind that if the employee really is happy, you many have now caused them to wonder why you asked. But, if the employee says most of the time or no, then you must be diligent in your response – well then why are you still here? Why don’t you leave?

 

It may sound harsh, not politically correct, or too quick to judgement, but it will flesh out exactly what is going on with the employee. When employees, especially sales people, are unhappy in general terms of their employment, they become unproductive, but also have a tendency to bring others down around them. A good sales manager will recognize this behavior quickly and will resolve to remove this person before too much damage can be done.

 

As the old saying goes (and I was reminded of during my conversation) – hire slow, fire fast. And, in some cases, help an employee recognize when it may be time for them to make a change and simply leave.

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