I’ve been working with salespeople on disqualification lately and realized that the concept is even more critical as an Inside Sales Management philosophy.
So I started to think, of how I talk about prospect disqualification coming down to some simple things:
> do they buy what you sell?
> do they need what you do?
If yes to those two questions – do they also have:
> brainpower to think about something new?
> time to make a change?
> money to spend?
Is it possible to break down deciding on hiring and retaining salespeople into something as simple?
Back in 2017 I created an Inside Salesperson Value Calculator ©
The Inside Salesperson Value determination is a combination of the sales numbers (results) + behavior measurements (effort) ÷ PIA factor (the person as part of your team)
RESULTS – Inside sales is ultimately about the results, so now add in the number you’d give ONLY based on the results they bring to the organization.
3 – Great performer, hits the targets set and exceeds sales expectations.
2 – Inconsistent goal achievement but consistent production above minimum expectations.
1 – Misses quota & minimum expectations more often than makes it.
EFFORT – Now look only at each person’s effort
3 – Works hard, always exceeds behavior metrics.
2 – Average and perhaps inconsistent effort, does what is expected most of the time.
1 – Frequently on the bad list for effort on this behavior expectation.
PIA – Score them each quickly and in as detached a manner as you can on how big a PAIN they are to have on your team.
1 – Great member of the team, works well with others.
2 – A bit of a drain on the organization, yet still an ok employee overall.
3 – If the PIA Factor were the only consideration, you would fire them.
Which means that your DREAM employee scores a 6 (results 3 + effort 3 / PIA 1)
Plus that a results rock star with ego issues ends up bringing the same value to your team as a mid-level across the board salesperson.
More importantly a mid-level performer who is a great member of your team is more valuable than a rock star who is a HUGE PIA ever will be.
Ultimately it’s not simple to disqualify employees. Yet, it’s critical to organizational success. Drop me a note or give me a call and we’ll work through the process together.
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