"In hindsight, we should of let them go a lot sooner"!

There are several warning signs that might indicate your Sales Leader is not the right fit for the job. The one thing that I hear all the time from CEO’s, CRO’s and MD’s from the SaaS / Tech space is, “In hindsight, we should have let them go much sooner than we did”.

This is really common, and I believe we will see more of this scenario in 2023 due to the market conditions. So what is going on, what prevents us from making the decision to let our Sales Leader go?

Well there are lots of reasons why we delay or hesitate terminating a Sales Leaders employment, but we can pin point the main reasons as.

1. Emotional Attachment: If the employee has been with the company for a long time or has personal connections within the organization, it can be difficult to make the decision to let them go. Emotional attachments can cloud judgment and make it harder to take necessary actions.

2. Fear of Legal Consequences: Employers may be concerned about potential legal repercussions, such as wrongful termination lawsuits. It is important to ensure that the decision to terminate an employee is based on legitimate reasons and that proper documentation and procedures are followed to mitigate legal risks.

3. Replacement Challenges: Firing an employee means having to find a replacement, which can be time-consuming and costly. This can be a significant factor in the decision-making process, especially if there are concerns about finding a suitable replacement quickly.

4. Team Disruption: Terminating an employee can disrupt the dynamics of a team, especially if the person has been with the team for a long time. Employers may be hesitant to cause disruptions or negative morale within the team.

So, now we know what causes us to delay the inevitable, let’s look at the most common red flags that suggest your Sales Leader is not the right person for the job.

1. Lack of Results: If your Sales Leader consistently fails to meet sales targets or fails to achieve key performance indicators (KPIs), it may suggest they are not effectively leading the sales team or executing the sales strategy.

2. Poor Leadership Skills: A Sales Leader should be an effective leader, capable of motivating and guiding the sales team. If you notice a lack of leadership qualities, such as ineffective communication, lack of vision, or an inability to inspire and develop the team, it could be a warning sign.

3. Weak Sales Strategy: Your Sales Leader should be responsible for developing and implementing a solid sales strategy. If you observe a lack of strategic thinking, an inability to adapt to market changes, or a failure to identify new opportunities, it could indicate a problem.

4. Inadequate Team Management: Effective team management is crucial for a Sales Leader. Signs of poor team management include low morale, high turnover rates, internal conflicts, or a lack of training and development opportunities.

5. Resistance to Feedback: A good Sales Leaders should be open to feedback and willing to learn and adapt. If you notice your Sales Leader is resistant to feedback, dismisses suggestions, or fails to take corrective actions based on feedback, it may indicate a lack of growth mindset.

6. Poor Relationship Building: Building strong relationships with clients, partners, and stakeholders is vital for success in sales. If your Sales Leaders struggles to establish and maintain relationships or lacks effective networking skills, it may impact the overall sales performance.

In conclusion, this industry wide problem is not going away any time fast, in fact it will become more prevalent this year. So if you are witnessing any red flags in your own organisation, its time to take action!