Many sales leaders spend most of their time working with their bottom and middle producers. Listen to this episode to learn why top performers need their sales managers.
Many of the sales leaders I encounter spend most of their time working with their bottom and middle producers. Yet, 80% of their revenue comes from the top 20% of their sales team. The rationale they have is that since these are top performers, those salespeople don’t need them.
If that’s true, why do professional sports teams have a coach…actually multiple coaches? Football teams have a quarterbacks coach, a kicker’s coach, etc. Baseball teams have coaches for starting pitchers, relievers, hitters, and every position on the field. Yet, these are the crem de la crem athletes. Why do they need coaches?
Every athlete has weaknesses in their game… aspects that can be improved upon. The top athletes cling to coaches like glue and practice, practice, practice. Well, these are your sales athletes. Even though they are top producers for your company, their game isn’t perfect. They need you! They maybe the tops in your company, but perhaps your expectations of them are too low.
See you next time on the Sales Management Minute.
AUTHOR: LEE B. SALZ
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.