[Fr*e-Content] Sales Force Management & Leadership: Increase Profitability By Understanding Your Sales Team

[Chuck Mache <submissions@article-distribution.com>]

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Article Title:
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Sales Force Management & Leadership: Increase Profitability By Understanding Your Sales Team

Article Description:
====================

Have you ever closely examined why some people are wildly
successful at selling, meeting and exceeding every goal placed in
front of them, while others lack either the self motivation or
certain key skill sets to get them to their next level of growth
and performance? After all, they all have the same product, the
same tools, and the same compensation structure...


Additional Article Information:
===============================

751 Words; formatted to 65 Characters per Line
Distribution Date and Time: 2006-08-23 12:24:00

Written By:     Chuck Mache
Copyright:      2006
Contact Email:  mailto:chuck.mache@thephantomwriters.com



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Sales Force Management & Leadership: Increase Profitability By Understanding Your Sales Team
Copyright © 2006 Chuck Mache
Chuck Mache Communications
http://www.ChuckMache.com



Have you ever closely examined why some people are wildly
successful at selling, meeting and exceeding every goal placed in
front of them, while others lack either the self motivation or
certain key skill sets to get them to their next level of growth
and performance? After all, they all have the same product, the
same tools, and the same compensation structure.  They've all
been through the same sales management-training program.   In my
experience of 25 years selling, building sales organizations and
leading and managing thousands of salespeople, the answer has to
do with the fact that virtually all sales' organizations are
comprised of four different kinds of salespeople:

1.   The Performers - The Top Producers

These high achieving sales executives are the best at bringing in
the numbers, but chances are that you spend a fair share of your
time cleaning up her messes.  Seems like they're either sky-high
or down in the dumps.  When the performer is down, they are out
of their selling zone, and productivity comes to a standstill. 
But when the performer is up, look out world!

2. The Professional - Another Top Producer

This top producer is very consistent, a total team player, even
tempered, patient, and consistently bringing in the numbers. 
Professionals are also part of the elite members on the sales
team, but they seem to be missing some opportunities that would
catapult them to super stardom if they made some slight changes
to their selling game.  Instead, they stick to self-proven
conservative approaches.

3. The Caretaker - Stuck In A Major Comfort

These are the sales executives that are simply stuck in their
lackluster comfort zones -- giving you a solid month about every
third month, or giving you about seventy percent of what they
have all the time.   They have the potential, but they're
consistently mediocre.  You just can't get them to perform the
difficult tasks that it takes to produce at top levels with any
regularity.  Worse yet, they're passive aggressive.  You say to
yourself, "If I could only wake them up, they'd be right up
there with the best."

I was giving a speech on "Four People, Four Paths" to a leading
company in the California real estate industry where I was
emphasizing the importance of knowing exactly who you are.  While
I was quoting my book The Four Kinds of Sales People and
explaining in detail the struggles and breakthrough opportunities
for each of the four kinds of sales people, a woman in the
audience yelled out, "Oh my God, I'm a Caretaker!"  The crowd
laughed and I congratulated her on her honesty and pointed out to
her (and others who were not so forthright) the tremendous
opportunity that existed if she made the conscious decision to
change and begin doing the difficult things that it takes to
produce top results on a consistent basis.

4. The Searcher - The One That Belongs In Any Career But Sales

All sales leaders have made some bad hiring decisions that result
in sales reps that just don't belong in sales.  They perceived a
sales career to be easy and they were wrong.  Producing top sales
is hard work.  These misfits are consumed with fear, and if truth
be told, they honestly hate sales.  They have no real intention
of making the necessary changes to be successful.  You're better
off helping them find more fulfilling careers.

My point is that while the individual make-up of sales forces may
vary, there are always only four kinds.  Management's goal is to
get the best to keep getting better while building a team with as
many top producers as possible. That means management must
influence those that are "stuck" in their comfort zone to break
through to the next level.  That means management must perform
the unenviable task of helping those that don't belong to find
other career paths.  In my experience, management gets too
preoccupied with these two challenges and neglects the
opportunity to get their top producers to reach for their next
level of achievement.  They have more potential.  That's why
they're the best. And can be even better.

If you want sales to improve, particularly in highly competitive
sales environments, then leaders must create a growth-oriented
atmosphere that thrives on constant improvement, regardless of
market conditions.  By the way, that means leaders and managers
must also be striving to break through to their next level as
well. Sales is about creating and sustaining momentum, and then
creating even more of it.  Consistently.




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Breakthrough mentor and sales guru, Chuck Mache, President of 
Chuck Mache Communications ( http://www.ChuckMache.com ) has 
more than 25 years experience in selling, managing, building 
and leading sales organizations regionally as well as 
internationally.  In his Brian Tracy endorsed book "The Four 
Kinds of Sales People" Mache uses his transforming knowledge 
and expertise in building heavy-hitter sales organizations 
to deliver an inspired parable that identifies exactly how 
and why sales people excel - or don't. Get his book today at 
http://www.thefourkindsofsalespeople.com/PR/ and increase your 
organization’s productivity, and profitability. 


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