Manage Your Salespeople by Working Smart, More Stack Rankings

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You Talk Too Much! - By Andrew Wall

Manage Your Salespeople by Working Smart, More Stack Rankings

In addition to tracking with the "behavior board," which gives recognition to those individuals who have performed positive selling behaviors "better" than others on the team, share information on other things too, to help motivate (and not de-motivate) salespeople toward their goals. For example, rank salespeople highest to lowest in gross profit margin, independent of their total sales. Announce or publish a list of reps who have qualified for certain sales incentive awards or who are on their way. The overall theme of these reports is simply to rank each person relative to the others, all the time. Keep the reports in front of the salespeople as often as possible, especially when there are salespeople from different offices involved. Look for more unconventional management tips in a future Today's Sales Meeting Minute.

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You Talk Too Much! - By Andrew Wall

About the Author: Andrew Wall

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Sandler Training is a Global Strategic Management and Sales Training organization. With over 220 training centers around the world, hundreds of thousands of individuals and thousands of companies have embraced the Sandler Training Strategic Management and Sales principles to take their business to the next level. Sandler Training works with clients that may be as individual as entrepreneurs to global corporations to provide a “breath of fresh air” to their Business Development and Management activities. Andrew Wall is the owner of the Milton Sandler Training center. Sandler Training Canada recognized Andrew’s business with the Award of Excellence 2007 for Canada. If you are serious about embracing new Behaviors, Attitudes and Techniques to catapult your business to the next level, then contact Sandler Training at 905-864-9915 or visit www.wall.sandler.com.
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