I see businesses with as much as 5x difference in sales results from the top salesperson to the bottom one.
5X!
Imagine if you had less people like the ones at the bottom and more like the ones at the top?
True, there will always be a top performer and a bottom one on the team. Even the world series winner had a guy with the top batting average and one with the bottom batting average. But as a leader, I need to build the All-Star team line up and not the last place team lineup.
First ask – “Is it me (us)?”
Is it that you aren’t training/motivating/managing the team well? If that is your problem, fix that first.
Then ask, do I have the right people? Are they hungry, want to be here, excited, disciplined and do people like them?
So often we are examining many smaller issues in our business and overlooking this huge factor in our organizations success.
I know companies that can double their company by energizing their sales team and replacing salespeople who are not the right ones.
Is that your company?