So, if you've got a sales person like I've faced over my career, who are basically spending most of their time telling you how it's going to be in the future and that success is right around the corner, be suspicious. Tell them you don't want to hear it. Either get them to post the results or get them to move on down the road. By getting rid of or terminating people who are spending all of their time telling you about what they're getting and not doing it, you can free yourself up to have more time to hire great people who can actually go out and get the results.
If you need to hold somebody as a placeholder until you can replace them, that's fine. But don't compromise when it comes to getting rid of those people who really aren't capable of making the sales numbers that you need. Your ability to manage in sales is reflective directly by how fast and how honest an objective you can be in weeding out poor performance and recognizing that if they're selling internally they're really not selling for your company and they're not doing you any service.
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