"How can we increase our sales?"
That's what everyone wants to know.
So we keep asking the same question and we keep doing the same things.
What's the answer?
Well, let's start with what's not the answer—doing the same things we've been doing.
Why are we giving most of our money, time and energy to the sales people producing average results and even poor results?
Yes, I know they need help, and they should get it.
But not at the expense of failing to invest in the ones who can grow sales the most—your strongest sales producers.
That's who I work with.
I enable strong performers (and those almost there) to achieve their next level of sales achievement.
Why are they my focus? Because...
- They can raise your overall sales faster than your poor or average performers
- They are capable of selling more than they currently think they can—and most often, more than their managers think
However, left to their own devices, your best performers are likely to get stuck on a plateau.
Even uber performers have their limitations, blind spots, and they can get caught in the trap of success.
The fact is you can get more sales from your high performers without risking losing them.
In fact, they're your best bet for increasing sales.
But is it reasonable for you to ask more from them?
Yes.
More than that, it's your responsibility as a leader or manager.
Your job is to challenge and support your best performers to go beyond their current performance.
Of course, you can't ignore your average, or underperforming, salespeople
But if you focus on them more than you do your best performers—as is most often done—your sales might go up, but it won't be worth writing home about.
Get ten percent more sales from a million dollar producer and you get a one hundred thousand dollar increase in overall sales.
Get ten percent more from a half-million dollar producer and you only get a fifty thousand dollar increase in overall sales.
That's good, but it's still just half of what you could have had.
What if you give your high performers what they need to create higher results but in a way that gives them more energy and fulfillment, not less?
Hmmm, now you're on to something.
However, you can't just raise their quota and expect your sales to go up.
The question is, "What do strong performers need to inspire them to their next level of success and even happiness?"
You can't mandate something like this.
But you can offer special resources to the ones that really want to discover what more is possible for them.
If you want to have a discussion about that, let's talk.
We'll have a thought-provoking and eye-opening discussion—minus any obligation or pressure.
Let's talk about unlocking the greater potential of your best performers.
Let's start a conversation about that.
Why not contact me today at 678-778-9012 or at alan@alanallard.com.
At the very least we're going to have a conversation that will give you unique insights into dramatically increasing your sales.
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