How to narrow the sales performance gap?
8 minutes read
If you analyze your sales team and based on each individual’s sales performance spread your salespeople across a spectrum of performance from left to right, you’ll find that
- Approximately 20% of the people will get placed at the extreme left. These are your star performers.
- Approximately 10% will get placed at the extreme right. These are the low performers
- And the remaining 70% in the middle are your average sales reps
The star performers are highly enthusiastic about their job and they have the capability to easily exceed the targets that you set. So, you don’t really need to be concerned about these guys.
However, people hovering in the mid-tier or low-tier might need some help to meet their goals.
An all-star roaster doesn’t mean seamless sales
Companies usually attempt to solve their stalled sales growth problem by hiring star sales players.
So, instead of getting more help from outside, focus on developing the existing talent. The best way to develop a high-performing team is by growing the potential of the middle-tier and low-tier sales representatives.
In this blog, you’ll learn,
- How to uplift your average sales reps
- And how to reduce the performance gap between your star sales reps and average sales reps
Ways to narrow the sales performance gap
1. Analyze performances and identify the people who need help
One such tool is SmartWinnr. SmartWinnr integrates seamlessly with your CRM system, pulls in the sales performance data automatically, and then analyzes and produces intuitive reports of the sales performance of your team.
Now, once you have the data pertaining to each rep’s performance then you need to identify the people whose performance needs to be improved. Then Schedule a one-on-one with those people so that you can talk to them and
- Understand the problem from their perspective
- And understand how would they want to receive help to improve themselves
2. Conduct one-on-ones
Next, conduct meaningful one-on-one sessions with those people whose performance needs to be improved.
In these one-on-ones, make sure that you have a genuine and purposeful conversation. You can use Coaching Templates here to keep everything structured and focused.
3. Ensure coaching is embedded in the routine
Once you have held the one-on-one meeting with your sales reps and agreed upon an action plan to help them improve, the next step is to provide ongoing training and/ or coaching to them.
This helps you to instill in them,
- The right knowledge
- The right skills
- And good habits
And, as a result of this, you will be able to improve their performance
4. Organize peer-to-peer mentorship programs
If there is one thing that is more effective than the manager’s coaching, it is peer-to-peer mentorship.
A powerful peer-to-peer mentorship helps to significantly boost the sales performance of your mid-tier and low-tier employees. This is because your sales reps will be more comfortable and receptive to receiving lessons from their colleagues with whom they share a good bond. This enables them to learn in a pressure-free environment.
Everyone’s needs and learning styles will obviously be different. But by consistently holding these mentorship meetings both the mentors and mentees will get used to each other and then they will be able to drive the most impactful sales performance coaching session.
5. Foster a warm and nurturing environment for everyone
Peer mentorship from top performers is only made possible when a company culture is in good shape. There must be an environment in place for actionable feedback rather than subjective criticism.
Want to conduct a pre-training survey to understand your trainees’ learning needs? Here are some questions that you can ask your trainees
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Published on Mon Jun 20 2022