As sales managers, our performance is driven by our sales team and like any team, there is usually a curve of performance. I have researched and talked with many others sales managers and the approach varies from one sales manager to the next. Our time is limited and the time can be spent with one group more than the other. I don’t think there is a one size fit all answer, but one of the most popular is to focus on the middle performers which makes up about 60% of the team. I would like to think that I have coached and developed my entire sales team to excel at their highest potential and each are winners but we don’t always have the best scenario and when adopting a team, you adopt the different levels of performers as well. This is the reason why when hiring, to do your best to select the “A” players or potential “A+” players.
Personally, my leadership style focuses on the top 20% of performers and provide them with the most resources and spend most of my time developing and coaching. The reason for this is that in working with the top performers, I can keep them engaged and work with them to reach Exceptional levels of performance. I wrote in a previous post regarding this: 4 Reasons Why Sales Managers Should Coach Their Top Performers. Of course, I don’t ignore the others on the team, but in my experience, you can gain the most results for time spent with the stars versus trying to get more from the C or B players. I guess this falls into the 80/20 rule. This has worked for me, but I am a believer in assessing the situation and adapting how we as sales managers spend our time and where we spend our time.
Please share where you spend most of your time when coaching your sales team. 1) Top Performers, 2) Motivate the Middle 3) Spend more time with the bottom performers. You will see the results from other sales managers who also voted after placing your vote. Thanks for sharing.
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