Keep up with the Latest in Sales Leadership, Selling Strategies, and Sales Hiring

We guarantee 100% privacy. Unsubscribe at any time.

Should Sales Managers Focus on Top Performers or Low Performers?

It's a question we hear a lot:

Should I spend my time with top performing salespeople or bottom performers?

Aren't you better off investing your time with responsive salespeople? After all, a good coach brings value to great players and sub-par ones. The same is true in sales management. However, if the salesperson you're coaching won't heed your advice, it's a waste of everyone's time. Right? Responsive salespeople are...

  • Humble enough to take criticism,
  • Smart enough to solicit it, and
  • Willing enough to act on it.

Responsive salespeople also want to improve themselves. They accomplish that with more than just your coaching. They look for ways to learn more about professional sales. They understand what it takes to be a top-performer. That's NEVER settling for stagnation. The flip side of this coin is that you've got to offer good coaching. A sales manager who gives poor suggestions or old-school ideas will do more harm than good. So...

As a manager of salespeople, what are you doing to ensure you're a good coach?

In other words:

  • What books are you reading?
  • What seminars are you attending?
  • Who do you turn to for coaching?

If you're not constantly investing in your own skill-set, you run the risk of becoming irrelevant. In order to offer valuable coaching, you've got to be improving yourself. @JebBrooks