Over 73% of ‘C’ Players never make their quota.
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68% of ‘C’ Players ultimately leave the company.
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So, why should Sales Management
even bother to work with ‘C’
players?
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3
Believe it or not,
if managed
correctly, 15% of
those ‘C’ Players
will turn into
your best ‘A’
Players…
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4
Coaching
them is
extremely
important.
But…
Where do
you start?
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5
Before doing anything, you must assess the talent
level of your team and identify the ‘C’ Players.
BDon’t just look at sales results (an accountability)… you must
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6also assess the sales competency levels of your Sales Team.
So…now what?....
Hope is not the right strategy…
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#1
Look in the mirror
Ask yourself the tough
questions:
- Do you have the power to
do what you need?
- Will the political
environment allow you to
take the necessary action?
-Are you doing what is necessary to raise the bar?
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#2 Get
them off the couch
#2 Get
them
off the couch!
You must increase their
selling time. Focus on
customer or customer
related activity.
World Class ‘A’ players
spend over 73% of
their time selling.
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#3 Be a Jerk
You don’t have to be mean,
but hold your people
accountable.
Let’s face it. At this point,
they should be fighting for
their job.
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We work to produce
results, not make friends.
Re-establish a strong work
relationship. Camaraderie
can come next. 10
It’s not always easy to do,
but the effort can be pay off
in spades.
Click Here for more tips on
improving ‘C’ Players to ‘A’
Status
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Learn More
Contact us to hear the rest of the story...
Email - [email protected]
Phone - 1-888-556-7338
Web: http://www.salesbenchmarkindex.com
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