Advertisement
Advertisement
Curve.fw.png
ATD Blog

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

Thursday, November 13, 2014
Advertisement

 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. 

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. 

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.

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.

Advertisement

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.

Advertisement

Register Today

 

About the Author

Christopher is responsible for all global marketing, business development, and go-to-market strategies at Qvidian. As an accomplished global marketing executive with deep domain expertise in the technology sector, Christopher has a proven track record with high growth companies. Most recently he was with SumTotal Systems (acquired by Vista Equity), where he led integration and transformation across four successful M&A transactions, while delivering dynamic marketing initiatives resulting in significant pipeline growth. Christopher was chief marketing officer at Softscape, where he grew the company to be a category leader and successfully exited with the sale of the company to SumTotal Systems. Prior to that Christopher was the EVP of global marketing at WBT Systems in Dublin, Ireland (acquired by AVNET Group), and the founder of several other venture-backed software companies leading innovative marketing execution and product strategies.

Be the first to comment
Sign In to Post a Comment
Sorry! Something went wrong on our end. Please try again later.