Two things that salespeople have complete control of are volume and technique. Volume is the amount of time they spend reaching out to prospects and speaking with current and past clients. Technique is how well they use their sales skills by building rapport, asking open-ended questions, and gaining upfront commitments.
“A” players have high volume and great technique. They are the ones who are consistently well above their sales goals. “B” and “C” players either get by with high volume or great technique. They may hit their goal every once in a while but lack consistency. “D” players excel at neither. Their volume is low and they need to improve their technique.
If your leadership team needs help with performance management, reach out to Nock Advisory to discuss what we can do for you.
