Supercharge Your Sales Team
To supercharge your sales team, the first thing you must continually remind yourself about is the following quote:
"Most of what exists in the universe - our actions, and all other forces, resources, and ideas - has little value and yields little result; on the other hand, a few things work fantastically well and have tremendous impact." - Richard Koch
If you were asked to choose just one activity from the four listed below to engage in for the next 72 hours and that would yield the best possible sales results, what activity would you choose?
1) Spending an equal amount of time coaching your managers and your reps.
2) Coaching your low performing reps.
3) Coaching your high performing reps.
4) Coaching your core performing reps.
Each and every day sales executives are faced with the challenge of choosing how to use their time on the job.
And it is a challenge, because there are so many people who want to make that choice for you.
Yep, you read that right.
There are so many people who want to make that choice - of how you use your time - for you.
And if you let them, those people will fill your day up with activities that are of no value for helping you to supercharge your sales team and achieving outstanding sales results
By not carefully evaluating the options you have each day, week, month, year, and then making a disciplined choice to only engage in the high value, vital few activities that will drive high performance and outstanding sales results, you're relinquishing your freedom of choice and handing it over to other people within your organisation.
Identifying the Vital Few
What are the vital few activities that are going to propel your team from where they currently are to outstanding performance and sales results?
Of course, you know there's a time and place for strategising, brainstorming, team building activities, etc.
Yet, those activities DO NOT result in high performing sales teams, nor do they result in outstanding sales results.
So then, what one activity, more than any other, leads to high performance and outstanding sales results?
It's obvious from the 4 choices I gave you above that coaching is a vital activity for you as a sales executive to be engaged in. So, if your answer to my question "what one activity, more than any other, leads to high performance and outstanding sales results?" was coaching, you're 100 percent correct.
Supercharge Your Sales Team by Coaching the Right People
Research by the Sales Executive Council, although showing that "no other productivity investment comes close to coaching in improving rep's performance," also shows that "management targets the wrong reps all the time."
When left on their own, sales managers tend to focus their coaching on the extremes - the low performers and the high performers. Companies recognise this as a problem, but often their solution is to put systems in place to make sure that all sales people receive equal amounts of coaching.
Unfortunately, this effort is also misguided, because research clearly shows that coaching your best performers does little to increase their performance while coaching your low performers also doesn't yield the positive results that many managers believe it will.
Instead, the SEC's extensive research has discovered that coaching your core performers, who generally make up approximately 60 percent of your sales force, yields the greatest ROI on your time than either coaching your low performers or your very best performers.
For core performers, "the best-quality coaching can improve performance up to 19%. In fact, even moderate improvement in coaching quality — simply from below to above average — can mean a six to eight percent increase in performance across 50% of your sales force. Often as not, that makes the difference between hitting or missing goals." (source)
It's clear that the quality of coaching is important, but it's also clear that focusing coaching efforts on the right group of people, that is your core performers, is vital if you want to supercharge your sales teams and its results.
To supercharge your sales team and you sales results, one of the vital few activities sales executives should be focusing on is coaching their core performers. In fact, coaching the right people is so important and reaps such great results, that many of the very best sales managers and executives schedule up to 60 percent of their time on the job to engage in coaching.
How are you doing in this regard and what is your company's culture like as it relates to coaching? Would you describe your company as having a coaching culture, or not? I'd love to hear from you.
Sales directors come to me when they are sick and tired of feeling overwhelmed and like they don't have enough quality time to spend with their sales managers and teams. My clients value my ability to help them identify and eliminate non-essential activities they are spending way too much time on, and focus in on the high-value activities that re-ignite their passion, engage and inspire their teams, and help retain their top talent.
If you'd like to learn more about how I can help you, please contact me via email: firstname.lastname@example.org.