Sales Blog for Sales and Sales Management

How many times have you wondered or asked the question "How do I motivate those sales reps that are in the middle of my bell curve?"  You may not have asked the question that way, but no matter how you ask about improving performance for a sales team, rarely is it a discussion about "how do I get my top sales reps to do more?"

In an upcoming live webinar, as a contributor for Business Expert Webinars, I will address that question.  I'm convinced that the content is well worth your 60 minute investment; but in case you're wondering, here are the highlights:

1. Activate the skills you have and develop new skills to motivate your sales team to higher performance
2. Implement a 3-step process that will help your salespeople choose, focus and dominate their markets
3. Utilize accountability processes such as huddles to focus your salespeople on activities that will drive results
4. Have ‘the conversation' with your middle producers to ignite their fire
5. Create a candidate pipeline that will ensure that you are not ‘held hostage' by underperformers

We know that if you improve just 4 of the 8 sales steps in a commons selling system by just 10% of the current performance level you will increase the overall performance by 37%.  For many companies, that is almost serious money. Our goal on Friday is to get you started in thinking about what you could do or what outside resources you might need in order to capture that additional 37%.

For more information visit my website or search for ROI at Objective Management Group.