Sales Management: 4 ways Sales Management can take âAâ players to âA+â players
Sales Management: By Dan Perry, Sales Benchmark Index, Mon, Oct 17, 2011
55% of your âAâ sales reps donât think they are great sales reps because Sales Management has never told them. Our research has found that not informing âAâ sales reps that they’re on the “fast track” can create a talent drop-off later as they feel under appreciated and look to place their great sales skills elsewhere.
As the job market improves, those âAâ sales reps could be the first to leave.
Why should you be concerned? Other companies and recruiters do tell them they are âAâ players. Towers Watson recently reported over 67% of sales reps are not happy with their current company and 35% have been contacted by a recruiter in the last 3 months. OUCH!
Have you told your âAâ players that they are great? The key thought is not to just tell them they are the best. You must assess them and determine if they can be âA+â players. Then turn them into âA+â players.
Why?
Your âAâ players sell 3X the amount of revenue than your âBâ players. However, the âAâ+ sales reps sell 6X your âBââs.Â
The market wants these people. Your competition wants these sales reps. You want to retain them. You want the additional revenue.
What should you do?
Four ways to move âAâs to âA+â
#1 – Time. You must spend time with your best people. Time in front of customers. Time with you. And time developing them into all-stars. Everyone wants to be appreciated. These potential âAâ+ sales reps are not everyone. They are hyper sensitive. They need to be told they are great and expect your attention to even the smallest items. Commit the time through deal strategy calls, senior leadership involvement and mentoring other sales reps.
#2 – Challenge. Put your top sales people with your biggest challenges.  Give them extra work, increase their quota and ask more from them. Super âAâs have the ability to use their time well, take on other work and multi task. They can deliver 6X the revenue, 2X the margin and lead the company with new products, solutions and ideas. Make them feel special by giving them big goals. They will love it.
#3 – Measure. Use your Sales Performance Management system to baseline their performance and track the results. âA+â players should have:
 Key Metric |  âA+â Players Performance |
 Close Rate |  75% higher than âBâ Players |
 Sales Cycle Length |  25% shorter than the your sales forceâs average |
 Average Sales Price |  110% higher than the average |
 No Decision Loss Rate |  90% lower than your âBâ Players |
 Forecast Accuracy |  125% more accurate than average |
#4 – Incentivize. Make it worth their while to crush the number…
http://www.salesbenchmarkindex.com/bid/69727/4-ways-Sales-Management-can-take-A-players-to-A-players
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To Discuss how these Solutions will add value for you, your organization and/or your clients, Affinity/Resale Opportunities, and/or Collaborative Efforts, Please Contact:
Tom McDonald, tsm@centurytel.net; 608-788-5144; Skype: tsmw5752