Steve Johnson

In his book “Selling Is Everyone’s Business: What It Takes to Create a Great Salesperson,” author Steve Johnson points out that consistently low-performing sales people have a negative impact on staff morale, and consume valuable resources and training time that could be put to better use. Realizing the situation exists is one thing; doing something about it is another. Whether out of a desire to avoid confrontation or uncertainty over how to handle the situation, some managers tend to let poor performers continue to under-whelm. Now, Johnson’s book offers nine tips for dealing with the situation and restoring balance to the team: 1. Make sure