Author Archives for Shanan Marshall
February 28, 2024 1:09 pm
Published by Shanan Marshall
It is essential that sales executives responsible for performance and accountable for results, create a high performance sales culture that relies on the frequency and effectiveness of resources devoted to developing the potential of the sales team. During our 40 years of experience consulting with sales professionals, we have learned that 80% of sales results typically come from 20% of a sales team. Ironically only 20% of the resources were often devoted to the top 80%. In the ideal coaching system, the continual investment in resources needs to ALIGN with the sales results. ASSESS THE ALIGNMENT OF YOUR CURRENT CULTURE As evident in the above grid, most sales cultures have a mix of the number (%) of individuals in each of the four categories. GOLDEN EAGLES – High performers who work hard and get excellent results. They are fun to coach and provide a great ROI on management time......
February 22, 2024 2:18 pm
Published by Shanan Marshall
If you are an executive in the revenue generating side of an organization and responsible for performance and accountable for results, it is essential that you hire and retain sales professionals who are also responsible for performance and accountable for results. The first step to is to identify the factors that predict both performance and retention. The following formula created by SMG is a time-tested model for predicting both performance and retention. YOU CAN’T WIN WITHOUT TALENT The biggest waste of time and resources is hiring, training, and developing individuals who don’t have the potential or DNA to benefit from the resource allocation. (not only does this serve to diminish company resources but also negatively impacts all that are involved.) TALENT – (DNA) CHARACTERISTICS OF TOP SALE PERFORMERS Business Development (PROSPECTING) 50% Closing 35% Coachability (FIT) 15% The #1 predictor is the potential to prospect on a consistent basis. The......
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