To get better performance from your sales team, the solution is to steal a lesson from the medical profession and “triage” your sales team.
Chances are, your peak performers and highly experienced/tenured people will survive regardless of how much time you spend with them. Praise and recognize them – continue to motivate them – but don’t spend precious hours with them in the field conducting one-on-one sales coaching sessions.
The same is true in reverse with your bottom performers: chances are they won’t make it, so why give them all of your time. (Come to think of it, why are they still on your team?) But you can’t ignore them. It’s the middle performers who have potential to become high sales performers that deserve most of your attention.
Therefore, the high-payoff strategy is: Spend group time with your bottom producers. Spend most of your precious one-on-one field coaching time with your “emerging contributors” – those salespeople who have the best chance to develop into peak performers, if they could learn what you know.
This strategy of focusing on your emerging contributors can pay you multiple benefits. You may start to see emerging contributors sprint past your senior salespeople! Another benefit is that you’ll have more top producers, so the gap to the bottom producers will widen. The bottom producers who are committed to survival will fight harder to pull up their production.