When it comes to sales coaching, the world has at last taken a step forwards.
The traditional method used to drive sales reps has for many years been based on a single, one-dimensional outcome. Reps get rewarded when a deal closes. Simple.
The thinking has always been, if we pay reps handsomely when the deal closes they will move mountains to make it happen. When the sales year ends, sales managers then celebrate the top performers and fire the bottom performers. At which point, the time consuming and risk laden task of hiring more top performers begins.
This approach is increasingly seen as sub-optimal. As a result, many sales leaders have turned to behavioural motivation, the latest innovation in sales coaching.
Most of all, these sales leaders have realised that the faster way to scale-up the success of their sales teams is by “maximising the middle”. Because, by doing so, they can motivate an improvement across the entire team that delivers greater sales success much faster.