Ed Wallace Fire HermanCheckStart Report

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Test Drive > Identify Sales Performance Problems > History > HermanCheckStart Report

Ed Wallace

Background
Top third in training class; extremely well organized; very enthusiastic

Performance
High activity; generates many leads; makes many presentations; lots of deals in the works but very few closed; always on the verge of a breakthrough; hard worker; easy to coach

Persuasive Sales Report

the top third of the population in terms of reasoning speed; will learn more quickly than the average person; enjoys supporting roles... should avoid sales situations in which success depends upon closing the sale

Your Choice:	Fire - Terminate the problem employee and replace them with another one
3 months later
Your ads brought in a lot of resumes and after interviewing the most promising applicants, you finally found Ed's replacement. He is almost through with his initial product training and orientation. There is still 75% of the sales year left for him to get up to speed and become productive.
6 months later
Ed's replacement really has the hang of the job now. His activity is good and he is making regular presentations. Nothing of size has closed yet but there are a number of deals in the works. He is easy to coach.
12 months later
He is on the verge of a breakthrough and is working very hard. Perhaps if he had more training…