Sales Managers: 3 Ways to Move ‘B’ players to ‘A’ players < 3 Months

Sales Managers: Posted by Dan Perry on Sun, Jul 29, 2012

Sales Managers consistently ask me the same question:  “How can I quickly move my ‘B’ to an ‘A’ player?”  “I need more revenue to hit the number now” or “I am down one on my headcount and the only way I am going to hit quota is if a ‘B’ player steps up” are also common phrases most Sales Managers tell me.

“Tell me what I need to do to get them to ‘A’ players?” is a question we can answer.   Sign up for our tour here to understand how to do it in depth:  Making the Number: How Sales Leaders Are Allocating People, Time & Money in 2013. When you do you’ll get the ‘A’ Player competency tool. It’s 55 of the competencies ‘A’ players exhibit every day (previewed in the image below).

But what can you do today?  It’s important to get the behaviors and actions going in the right direction.  But extra effort is required of you.  Extra coaching; increase accountability; more field rides–all actions that you need to be implemented immediately (along with a candid conversation on their willingness to put in the extra effort).  Make time in your calendar and block out the days.  The effort should give you a 2x revenue lift over what they are already producing. Remember, the revenue will show up according to your sales cycle length.  But behaviors can change today.

And during your conversations with them, implement the 3 steps below to reinforce the new habits they will need to learn to change these behaviors:

3 Ways to Move ‘B’ players to ‘A’ players in 3 Months or Less

 

http://www.salesbenchmarkindex.com/bid/87555/3-Ways-to-Move-B-players-to-A-players-in-Less-than-3-Months

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Tom McDonald, tsm@centurytel.net; 608-788-5144; Skype: tsmw5752