Dave Kurlan wrote an outstanding post: Bench Strength – The Key To Replacing Salespeople. He mentioned that managers must always be recruiting. It’s such a simple concept, but Dave Brock is constantly amazed at how few managers–at all levels do this.
Here’s how the cycle goes. We have a bad performer in place, we worry about firing the person, because it leaves an open territory….too often we think coverage is more important than quality. Maybe the manager might start looking casually for someone, but the normal day to day events slow the process down, consequently nothing is done for too long.
Or it may go like this: One day, our star performer walks in and resigns. We panic–she’s going to leave a huge gap in our organization. We immediately look to back-fill the position. In our haste to fill the position, we may reduce our standards recruiting the wrong person. The death spiral accelerates…..