Be Adaptable With Your Sales Team to Achieve Peak Performance

Guest post by: Rene Zamora
Become an Author

Free PDF Download
Five Reasons Prospects Stop Responding To Your Sales Process - By Rene Zamora

To achieve peak performance with your sales team you need to be consistent with team systems and process and unique regarding individual relationships. All sales people are not the same but most sales people can perform above average with a manager that applies both team consistency and a unique individual approach.

To allow for effective coaching bring stability to the team by creating consistency in the following areas.

Compensation: I am a big fan of keeping compensation plans the same when building a sales team for longevity. Not saying everyone is paid the same salary, but the earning scales and bonuses should be the same. Use salary as a differentiator justified by experience or results. Commissions should reward the higher performers with higher percentages or bonuses. What does not work is setting up different sliding commission scales, pricing or ways to earn commission among different team members.

Support: Don't play favorites; offer the same support to all salespeople from manager to support staff. The same support has nothing to do with the amount. That is dictated by sales volume. What I am saying is don't make someone earn support, they need it to get their job done.

Processes and Systems: These are in place to support the company and the customer. Everyone needs to get their portion done. Don’t let higher performers get away with not doing their work. If their volume is high enough to warrant hiring additional support do it overtly so all can see what more profit can buy.

Expectations: If you expect less from one sales person you will no doubt receive your lower expectations. Keep quotas and goals consistent. Use your commission incentives to drive the higher performers. The time to increase a sales quota for one would be to justify a higher salary.

Tools: If one can benefit from a laptop or cell phone make sure they all have the same tools. Exceptions could be due to territory or market differences.

If you create a consistent playing field it makes coaching more effective and fun. Adapting and working with each person’s personality and motivations is what separates the great sales managers from the average. Here are examples of three different sales people and how you might approach each to improve sales.

Salesperson #1 is already very successful and producing very high. Don’t come in and push their activity up, ask them how you can help them do more of what they are doing. What road blocks can you remove for them to keep them running fast.

Salesperson #2 is a consistent producer but under achieves. He/She probably needs some positive reinforcement, some personal attention and a diagnostic on where they are losing most deals.

Salesperson #3 is a person who has a bunch of good ideas but can't get their sales going. They probably need more structure and strict accountability at working the right activity to produce results. Give them clear direction in the morning and check on how things went at night.

Peak sales performance will not happen by approaching these three sales people the same way. It is the personal touch and savvy approach that will get the job done.

The Fearless Sales Leader

Peak Performance in Prospecting

Achieving Peak Performance

Leadership in the Zone – Achieving Peak Performance

Are You in or Out for Change? Building Team Spirit In a Nutshell

Internet Marketing - A Matter of Balance

Peak Performance

How to Manage for Peak Performance

Are You Leading a TOP Team?

Peak Performance as Process

Is Your Peak Season Right Around the Corner?

How to Use Brain Science to Maximize Employee’s Peak Performance

Strategic Alignment – The Missing Link In Most Organizations

Setting the Compass for Peak Performance

How to Really Focus on Success

Sales Training for Senior Manager Performance Improvement

Coaching Training Part 2: The Sale Performance Equation to Excellence

Peak Performance for Full Engagement

Qualities of Peak Performers

You Are Not Your Performance

Home > Sales > Rene Zamora > Be Adaptable With Your Sales Team to Achieve Peak Performance > Google +

Free PDF Download
Five Reasons Prospects Stop Responding To Your Sales Process - By Rene Zamora

About the Author: Rene Zamora

RSS for Rene's articles - Visit Rene's website
My name is Rene Zamora and I am the President of Sales Manager Now. The concept of bringing professional sales management services to small businesses evolved through my own professional experience. Twenty seven years of sales and sales management experience combined with a training and consulting practice birthed Sales Manager Now. The vision was two fold. First, make it possible for professional sales managers like myself to work with small business and escape the corporate environment. Secondly, bring high level sales management to progressive small businesses at an affordable fee. When I say sales management, that is what I mean, we become the company sales manager or advisor. The most significant reason we work with small businesses is we enjoy being part of the team. We enjoy rolling up our sleeves and being part of a businesses struggles and successes. We work on the Jerry McGuire philosophy, less clients with more personal attention. I wish you the best, Rene Zamora
Click here to visit Rene's website.

More from Rene Zamora
Mining Your Customer Base
The Letter of Understanding
Five Reasons Prospects Stop Responding To Your Sales Process
Be Adaptable With Your Sales Team to Achieve Peak Performance
Unleash Your Potential by Changing Your Beliefs

Share this article. Fund someone's dream.

Share this post and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Featured

Expert

Robert Strong
@robertdstrong
Visit website

Be Adaptable With Your Sales Team to Achieve Peak Performance

Related Articles

Related Forum Posts

Share this article. Fund someone's dream.


Name:
Email: