Beat Sales Targets

The situation:

• Targets are tough to meet.
• High performers are too few.
• Low performers are too many.
• Attrition rate is too high.

The implications:

• Management/training time in trying to turn low performers around.
• Time, effort & money spent in recruiting, training and settling replacements.
• Potential sales are lost.
• Targets more difficult to achieve, let alone beat.

Ideally, you need to:

• Recruit high performing salespeople.
• Increase performance levels across the board to push the bell-curve up the scale.
• Reduce attrition.

Clients have said:

• "Ever-increasing sales figures point to a higher calibre of salesperson now being recruited."
• "The success has been sustained now for a period of a few months, from the initial reaction of 'how can I ever get these people to sell' to 'we are close to the top of the division for sales again'. This has been achieved fortunately not by radically changing the team, but by changing the way in which we manage it."
• "To get a major improvement in performance which can be sustained and built upon often proves illusive, and that is what we achieved."