According to CSO Insights, on average only 58% of sales people make quota. Achieving target is the quandary of every sales manager: “How do I keep my biggest closers performing at the highest levels, while developing my non-performers to increase our chances of successfully, and predictably, making quota?”
At the Sales Innovation Expo in London this week, Qstreamer Ben Sugarman aims to answer just that in his presentation: “Moving the Middle Sales Performers to Reach the Top, ” on Wednesday, May 13 at 2:45 p.m. in Hall 11.
When evaluating team performance, experts will point to the established 20/60/20 Rule: 20% of the sales organization will be top performers; 60% percent will reside in the middle and consistently fall shy of quota; and 20% will dramatically underperform and remain at risk.
Some managers subscribe to the axiom that “success breeds success, ” and simply choose to focus on their most valuable team members to close revenue shortfalls. While it’s tempting to allocate more resources to your biggest closers, data shows that focusing only on top performers yields limited results.
In her recent Sales Innovation Expo blog, Louella Morton, Qstream’s general manager and vice president of international sales, highlights the opportunity: “Even the best sales leaders struggle to balance their daily management responsibilities with the need to develop their teams. Yet the ability to achieve even a 5% performance gain from the core 60% of your sales performers can yield over 70% more revenue.”
As the size of the prize is worth going for, this week we invite you to: