[headsetguy]

My experiance to this problem is cut them loose. We are a small company with some of the same problems. Sales reps saying they were not trained properly, computer issues and anything else that could be used as an excuss.

What we had done was document everything for 1 quarter, give the people who were problem childred 1 month solid training on products and people skills and let them "Earn" their chair. As expected, they failed for lack of effort on their part and we let them go after the quarter was up.

The whole point. Don't fall in love with the notion that weak sales reps will improve over time. You end up wasting valuable dollars in terms of lost sales, lost customers and wages. This sounds strong and mean but the truth is we all have a job to do and we can't let weak desires bring weak results.

We wasted time and money on these people, re-training long term reps when we should have just cut the lose and invested the wasted dollars on new employees who could be trained.

In my opinion, I believe weak reps are identifiable in the first 90 days. I hope the advice and insight helps with your case.

Tony