Every owner has kept a rep too long and cut one too fast. The difference between the two mistakes is evidence: can this rep not run the system yet — or will he not run it at all?
The distinction
Can't-yet has a shape: rounds run, effort visible, the same steps leaking in the same places. That is a scorecard pattern, and a pattern can be coached — it even tells you exactly what to coach.
Won't has a different shape: absence. No rounds. No scorecards to talk about. A run that changes only when somebody is watching. One of those is a coaching problem. The other is a decision wearing a coaching costume, and every week it goes unmade, the rest of the team prices your standard accordingly.
The file
Your board already keeps the outcome numbers — the sits, the closes, the trend. The training side of the file is just as simple: the Monday meetings where his scorecard was reviewed, the step you agreed together that he would fix, the rounds that did or did not happen after.
When the decision finally comes, it is not a mood and it is not a surprise. It is the end of a documented road — and the reps who stay can see that it was fair, which is what makes the standard real for them too.
Decide the same way. The team is watching both.
Spar Teams: Corner — up to 5 reps, $199/mo. Stable — up to 15 reps, $449/mo. Franchise — up to 35 reps, $799/mo. Pay annually and two months are free; past 35 seats, email and we’ll set up a custom arrangement. The tiers differ by seats, not by content — every rep gets the full Spar platform.