A company president is describing his sales force:
"I've got 10 salespeople. Two are brand-new and I'm not sure if they’re going to make it. Two are veteran salespeople who can see retirement on the horizon. Four of the reps are making all the money that they want. They are in cruise control. And then there are my two superstars that bring in 40 percent of my business. They are all set."
They are all set.
Within a year, both of those sales superstars would be gone. One burned-out and then flamed out. The other was courted by another company and left for greener pastures.
They are all set.
Owners and managers tend to focus on the squeaky wheels, the needy sales reps. It’s natural to focus on the newbies and answer the question, "Are they going to make it?" What to do with those middle of the road salespeople is a constant question. Reps with greater potential certainly warrant the attention. But it is very common to believe that your top salespeople do not want or need training, coaching or managing.
They are all set.
In actuality, the top salespeople need attention but it’s just not as clear cut and obvious as the others in the flock. They, too, can get complacent and lose business. They, too, have their motivational ups and downs. They, too, need to grow their sales if for no other reason than the fact that they are going to lose 10 to 15 percent of it per year.
Assuming that your top salespeople do not need your attention (or that of an outside trainer or coach) is dangerous. At bare minimum, meet with them once a month, even if it’s just a conversation over a cup of coffee. Their wheels may not be as squeaky as the others and their needs might not be as obvious. Check to make sure their accounts are stable. Check to make sure that they are generating new business. Check to make sure they are getting the support that they need. Check to make sure…
They are all set.
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Bill Farquharson is a Vice President at Epicomm (formerly NAPL). His training programs can drive the sales of print reps and selling owners. Check out his Sales Resources page and contact him at (781) 934-7036 or bfarquharson@epicomm.org
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Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at bill@salesvault.pro or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.