Learn why the 80/20 rule is not the best approach for sales managers to take when investing time in their salespeople.
There is an ongoing debate of whether sales managers should invest their time with top performers or those salespeople who are struggling. It’s the old 80/20 discussion. There are strong cases to be made for both sides of the argument, but I don’t align with either side.
Who said sales managers have to make their time investment decision this way? Why must there be a linear thought process when deciding in which salespeople to spend their time… the top or bottom performers?
Let’s turn this debate on its ear. Invest time in those most receptive to your coaching regardless of where they fall in the sales performance spectrum. The challenge for sales managers is to determine who those members of the team are.
Why bang your head against the wall trying to get someone who isn’t receptive to grab onto your teachings? It’s a waste of your time…minutes you don’t have to waste!
By taking this approach, you may find those, who thumbed their noses at your coaching before, coming back to you because they see the impact you’ve had on other members of the sales team.
See you next time on the Sales Management Minute.
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.