Shift the Performance Curve: Make Your Middle Sales Performers Incrementally Better

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Today’s increasingly complex and diverse marketplace calls for sales organizations to look for new and creative approaches to improve sales execution strategies and advancing revenue growth. One particular step towards progress isn’t always as evident, but it’s a surprisingly simple way to impact sales performance: improving the output of your middle sales performers.

 Today’s increasingly complex and diverse marketplace calls for sales organizations to look for new and creative approaches to improve sales execution strategies and advancing revenue growth. One particular step towards progress isn’t always as evident, but it’s a surprisingly simple way to impact sales performance: improving the output of your middle sales performers. 

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Consider this example: a simple 5 percent gain in the middle 60 percent of your sales performers can deliver over 91 percent greater sales than a five percent shift in your top 20 percent. Regardless of whether you have 25 sales reps or thousands, the positive business impact can be material.

Consider this example: a simple 5 percent gain in the middle 60 percent of your sales performers can deliver over 91 percent greater sales than a five percent shift in your top 20 percent. Regardless of whether you have 25 sales reps or thousands, the positive business impact can be material. 

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Middle performers play an integral role in supporting a company’s culture and can drive substantial business value when properly developed, managed and influenced. It’s likely that a few middle performers simply do not have any more to give - most have unrecognized potential. The middle needs more than just incentives; they need targeted and daily guidance and coaching, delivered in the form of streamlined strategies and dynamic sales processes.

Middle performers play an integral role in supporting a company’s culture and can drive substantial business value when properly developed, managed and influenced. It’s likely that a few middle performers simply do not have any more to give - most have unrecognized potential. The middle needs more than just incentives; they need targeted and daily guidance and coaching, delivered in the form of streamlined strategies and dynamic sales processes.

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This requires a fundamental shift in mindset with a renewed focus on agility and alignment (instead of just enablement) to help the majority of your sales reps take the necessary steps to closing more deals.

This requires a fundamental shift in mindset with a renewed focus on agility and alignment (instead of just enablement) to help the majority of your sales reps take the necessary steps to closing more deals.

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Our webcast, Moving the Middle: Making Your Middle Sales Performers Better , will discuss how to create efficiencies in your sales organization and make sales teams more effective by shifting the performance curve today. It will also share practical tips for motivating middle performers in your organization. Join us December 19, 2014, 2:00-3:00 p.m. EST.

Our webcast, Moving the Middle: Making Your Middle Sales Performers Better, will discuss how to create efficiencies in your sales organization and make sales teams more effective by shifting the performance curve today. It will also share practical tips for motivating middle performers in your organization. Join us December 19, 2014, 2:00-3:00 p.m. EST.

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