- April 10, 2017
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
Sales Management is challenging. With coaching accounting for 50% of the role, it doesn’t leave much time for anything else. Yet pipeline management, along with the ability to motivate, recruit and hold salespeople accountable are also required. For many sales managers, those four activities simply aren’t much fun. But what if I told you there was a way to completely eliminate the need to manage the pipeline, motivate, recruit and hold salespeople accountable? There is and I’m going to share it with you!
When 100% of your sales force is comprised of salespeople from the top 23% of the sales population, you won’t have to motivate them because they are all self-motivated. You won’t have to hold them accountable either because they’ll hold themselves to a higher standard than you would. And because they will all perform, they will meet and exceed quota, goals and expectations so they won’t need to be replaced. That means you won’t have to spend any time recruiting.
So how do you develop a sales force made up of only the top 23 percent?
Coaching. Very easy for me to say but siginificantly more difficult to execute.
In this article I wrote about why sales coaching is so scary.
In this article I discussed why sales coaching is so difficult.
And this article explains why great salespeople struggle with becoming great sales managers.
Please read read those three articles.
Done? Then you probably know how you compare in the area of being able to utilize role-playing as a primary means to effective coaching salespeople. Fewer than 10% of sales leaders can do this effectively.
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