Do you ever wonder why your sales teams always seem to have so few ‘star’ performers?
All Your Salespeople Are Stars, Right?
If you manage a sales team then you no doubt have a small percentage of ‘stars’ – the top producers who deliver dramatically more than anyone else on the team, right?
At the other end of the spectrum you have a small percentage (hopefully) of people who are the polar opposite of your stars. These ‘bottom performers’ distinguish themselves only by the fact that they produce so much less than anyone else on the team.
Then, finally, you’ve got a large group in the middle who are, well, average – neither producing as much as your stars or as little as the folks at the other extreme. These people in the middle are good enough that you’d be upset to lose one of them, but not good enough that they ever really have the same impact on your business as your stars.
When Vilfredo Pareto formulated his famous 80-20 rule in 1900, I wonder could he have guessed that 100 years later his rule would apply to sales in organisations like yours – with about 20% of all salespeople making 80% of all sales.
Research consistently demonstrates that over half of those in professional lack the basic attributes required for success in this difficult profession – attributes that World-Class salespeople possess as natural gifts or develop through training or single-minded focus. Of the remaining half, half of these again have the potential for success in some form of sales, but are currently selling the wrong product or service – leaving just about 25% who sell about 80% of the world’s products and services. Scary.
That’s why it is so key that all those of us with responsibility for driving our businesses forward have a keen understanding of the attributes that make for World-Class Salespeople – so that we can hire more of them. It’s also key if we are to recognise where any struggling salespeople on our team might need training or support.
Chapter 7 of the audio book version of ‘Leadership Charisma’ is ready to download. If you missed any earlier chapters or the introduction to this series of free downloads please browse here to catch up. This next instalment includes the introduction to Step 3 in the Leadership Charisma process – which focuses upon ‘physical charisma’ – the part that body language and other nonverbal behavior plays in creating a charismatic impact. The first chapter in that section is Chapter 7, which is entitled ‘The Charismatic First Impression’.