Ideas!
“Most sales people are
average… so your sales process better be good”
Take the emotion out of it.
Plot the skill-level of all of your reps on a graph.
You get a bell curve. Your company has a few eagles, a few laggards and mass of average folks.
Before you get depressed,
focus on the additional fact that even the lowest performer has flashes of
brilliance. Therein lies the key to consistently generating superior
results.
Consider Henry Ford.
Undoubtedly, he was not average, but a genuine genius.
He built his first vehicles by himself, assembling them one piece at a
time. Having invented and produced
a viable car, he had two choices. He
could either focus on people (by hiring and training high-priced folks with the
wherewithal to imitate his own craft), or he could focus on process
(by thoroughly understanding and documenting his know-how in bit-sized
“average“ chunks).
His pool of talent for option
one numbered in the hundreds. For
option two it numbered in the tens of thousands.
He chose option two. The
result was an assembly line-based car production process and the ability to
produce a massive quantity of high-quality cars at a reasonable cost.
Further, it created a legacy of capturing the flashes of brilliance from
his (average) troops, incorporating the flashes into the existing process and
creating a cycle of continuous improvement.
The same holds true for sales
reps and sales process. Good
process creates tremendous leverage! Focus
on improving your sales process! Results
from the people will follow.
Think
about it…
