3 Ways Sales Management can move

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3 Ways Sales Management can move C Players to
Players
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Over 73 of C Players never make their quota.
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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Believe it or not, if managed correctly, 15 of
those C Players will turn into your best A
Players
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Coaching them is extremely important. But Where
do you start?
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Before doing anything, you must assess the talent
level of your team and identify the C Players.
BDont just look at sales results (an
accountability) you must also assess the sales
competency levels of your Sales Team.
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Sonow 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 JerkYou dont have to be mean, but hold
your people accountable. Lets face it. At
this point, they should be fighting for their
job. We work to produce results, not make
friends. Re-establish a strong work
relationship. Camaraderie can come next.
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Its 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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