Low sales performers drain the lifeblood from your profits and occupy valuable sales management time.
You already know all too well... Some sales people produce far more and some produce far less.
Take a few minutes to pull up the sales performance numbers of your sales team.
- Who are in the top ten percent of your sales performers? What did they produce?
- Who are in the bottom ten percent of your sales performers? What did they produce?
Subtract the bottom ten percent average from your top ten percent average. This number is what we refer to as the "Rainmaker Performance Spread."
Our research has found that the top ten percent typically out-produce the bottom ten percent by 10 to 20 times.
What effect does the "Rainmaker Performance Spread" have on sales?
The bigger the spread between your top and bottom performers, the increased potential you have to significantly enhance your bottom line.
What should you do right now to improve your sales productivity?
- Use a validated sales personality test to identify sales performance potential in your existing sales team.
- Purposefully identify and hire the best sales talent possible.
Check out some of our other posts on sales:
When Buying or Selling a Company, Evaluate the Sales Team
