According to Sales Benchmark Index, across the industry as a whole, 83% of sales revenues are generated by only 13% of the sales population. And even if the asymmetry within your own sales organisation is less pronounced, it’s a reasonably safe assumption that there is some sort of significant imbalance between the best and the rest.
Now, some element of this can be explained by the time taken to ramp up new hires. But the larger part of the explanation is likely to come from a combination of hiring people who were never likely to make the grade in the first place, an inability to fully realise the potential of your otherwise-competent sales hires, and a failure to learn all you could from the winning habits of your top sales performers.
In short, if sales organisations are to bridge this sales performance gap, they need learn from the best, move the middle, accelerate the inevitable - and hire smarter.Read More