3 Ways Sales Management can move ‘C’ Players to. Players. Over 73% of ‘C’ Players never make their quota. 68% of ‘C’ Players ultimately leave the company. So, why should Sales Management even bother to work with ‘C’ players?.
3 Ways Sales Management can move
‘C’ Players to
Over 73% of ‘C’ Players never make their quota.
68% of ‘C’ Players ultimately leave the company.
Coaching them is extremely important. But… Where do you start?
BDon’t just look at sales results (an accountability)… you must also assess the sales competency levels of your Sales Team.
Hope is not the right strategy…
Ask yourself the tough questions:
- Will the political environment allow you to take the necessary action?
-Are you doing what is necessary to raise the bar?
#2 Get them off the couch!
You must increase their selling time. Focus on customer or customer related activity.
World Class ‘A’ players spend over 73% of their time selling.
#3 Be a JerkYou don’t have to be mean, but hold your people accountable. Let’s face it. At this point, they should be fighting for their job. We work to produce results, not make friends. Re-establish a strong work relationship. Camaraderie can come next.
Click Here for more tips on improving ‘C’ Players to ‘A’ Status