One of the most frequent areas that I get asked to consult on is sales team ‘performance’, or lack thereof…
In many sales teams what I observe is a small percentage of sales stars shining and the rest making up the numbers. This conundrum I call ‘The Law of Lesser Equals’. This law propounds: All men and women are created equal, yet when compared in competitive environments some underperform, not just marginally, but resoundingly. Many team members have the same training, similar backgrounds and experience, but some get the results, while others struggle. Is that a result of luck, experience or natural talent, or is there a more substantial explanation?
A few months ago, I coached a team of 12 experienced medial liaison offers. This group consisted of a mixed bag of personalities: outspoken directors, reserved thinking types, socialisers and relaters. As I facilitated the session, I observed the behaviours and engagement levels of each participant and it soon became evident who would get the most out of the sales training content. By the morning break, even without viewing individual sales performance records, I could tell who the top sales performers were and why. How?