Is your back-up quarterback game-ready?

Put me in coach, I'm ready to play!
After watching an atrocious National Championship performance by LSU, I have to wonder, "Are my employees ready to step up in starting roles if need be?
What I mean by that is...

• In my absence (when I am making sales calls, on vacation, etc.) Are my inside sales people empowered enough & experienced enough to make solid decisions? 
• If my service manager would suddenly take ill, would my technicians be able to keep the shop moving while maintaining orderly service records? 
• Do I have an apprentice tech that is ready to move into his own bay or a lead man that can run the shop office?

These are bridges we cross daily, sometimes without a real option on how we handle it.
But... 

What if your top performing sales rep gets into a slump? Are you willing to "pull him from the game"?
No one wants to broach this subject, but if left unresolved, the results could be just as bad as leaving in a slumping Quarterback in the BCS Championship...A LOSS.
How can you justify leaving a sales rep out there when he consistently misses his quota? I know what you're saying, Chief...."Give him time & he will get his numbers up. He's been such a loyal employee, we can't pull him out of the field!"
But, how much damage are you doing, by allowing the slump to "work itself out"? Not just to your organization, but to the sales rep who is struggling!


Hear me out here folks...
No one said anything about termination. For crying out loud, if he is a rep that's been with your company, you probably have money invested in this guy & he most certainly has some clients doing business with you!


But what harm would there be in bringing the guy in for a few days...
Benching him, if you will...
How much benefit would there be in letting him get his thoughts together. Getting his territory mapped out better. Getting a game plan together on product offerings he would like to present to his clientele. Recharging the old battery. He can make some phone calls to customers he hadn't seen in a while. He can set appointments with target customers. He can work with your counter sales staff a day or two and see what the customers are really asking for and where new opportunity may have arisen...NEW OPPORTUNITIES THAT HE COULDN'T SEE BECAUSE HE HAD BLINDERS ON DUE TO HIS POOR ATTITUDE BROUGHT ON BY HIS SLUMP!


Fast forward one week...

• The fallen hero has a renewed interest in career. FIRST DOWN!
• He has a better game plan in place and is better equipped to tackle his territory. FIELD GOAL!
• He brings more deals to the table because he's actually focused on what his customers needs are as well as opportunities he was blind to. TOUCH DOWN!
• (And mostly importantly)He has a new found respect and since of loyalty to his coach...You.  (That was the Extra Point!)

Be the coach your team needs you to be. Make bold calls and the results will be EPIC!