The pressing question in sales is most often, "How can we get more sales?"
We keep asking that question because what we're doing isn't giving us the results we need.
Yet, there's one effective solution that's so obvious we don't see it.
The key to more sales, faster sales, and bigger sales is to tap into your best performers, not your average ones.
Why?
Because your strong performers are the ones who are the easiest to help get to their next level of sales.
That's who I work with.
I enable strong sales performers to master their mental game, transcend their hidden limitations, and achieve new levels of sales and personal fulfillment.
In business at large, don't we identify our strongest performers and invest heavily in them.
Why isn't that the norm in sales?
Or better yet, are you ready to grow your sales by tapping into the greater potential of the ones bringing you the most sales anyway?
If so, you need to know that higher performers have unique needs and motivations.
You can't lump them in with everyone else and think that's what will meet their needs.
High performers have two needs that most often go unmet:
- The need for more support
- The need to be challenged, but how
Two of the biggest mistakes companies make is assuming they're meeting the needs of their best performers.
But they need to be challenged and supported more—in ways they feel works for them.
Why do high performers need this?
Becuase even uber performers have internal limitations and blind spots.
In fact, their success can blind them to their greater potential.
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 start a conversation about unlocking the greater sales potential of your best performers.
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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