Companies often look at their sales force as if all reps were equal. But of course this isn’t so.We appreciate the motivation of clients being fair insofar as the number and type of leads each rep should receive per week/month/year. Sales and Marketing Managers frequently ask us about this all the time.
Experience has shown that acquiring new leads in certain geographies may be more difficult than in others. This results in some reps being rewarded with fuller sales lead pipelines than others who receive less.
Within your salesforce you may also find some reps who are only interested in “ready to buy now” type leads. They prefer not to be bothered with anything else (one could describe these reps as order takers). Others may be hungry and are thankful for all the qualified leads they receive even those with lower qualification criteria.
You may also have salespeople who are more effective when selling to larger companies rather than smaller ones. Some sales persons may be are successful selling into certain verticals. Some may be better selling certain products/solutions only.
The more important question is what will it take to make your salesforce more productive (i.e. how to sell more in less time?) Treating everyone equally may actually hamstring the desired end result. Customizing the leads you deliver to your reps and focusing on their individual strengths will help to maximize their productivity. They should also become more effective over time.
ETI Sales Support will work with each one of your salespersons to make sure they succeed with the leads they receive based on their individual needs and capabilities.
Customizing a strategy for each salesperson which focuses on his/her strengths increases the odds for each one’s success. Naturally the more your reps succeed the more your company does to.
A win win for all!