How I Know When To Fire Someone

0:00This is the exact moment I know when I'm going to fire a salesperson. Having trained now probably 20 different sales teams, I've gotten pretty good at recognizing sales talent, understanding the extent of how much training can improve someone. The window in time that I give people continues to shorten. In any kind of transactional sales that take, let's say, two weeks or less in order to close the deal, you should be able to tell relatively quickly. In our company, if someone has a full sales cycle and hasn't closed a deal, they usually get let go. And the reason for that is because the best sales people I've ever had always close deals in that first time period, that this person is not going to be one of them. And if I already know that they're not going to be a star, then I don't really have a strong incentive to keep them because they're going to decrease the average productivity of the team. And so, I want to always bring people who are going to raise the bar, not lower it. And so, that's why I fire fast.