| Simplicity is necessary in the business world. Of | | | | Next an action plan needs to be put into place to |
| course simple does not mean easy, but rather is a | | | | move some of those in the upper left hand corner to |
| way of boiling everything down to their basic key | | | | the upper right hand one. Specific goals might include |
| elements. | | | | some training, some personal leadership development |
| A post on leadership by Peter Winick entitled "Do | | | | and even some sales coaching. The ultimate goal is to |
| you have the right strategy and the right people?" | | | | have no one in the lower quadrants. |
| caught my eye because of the use of the ever | | | | To be successful at this sales management technique |
| popular quadrant. | | | | may require the organization to review its strategy, |
| What would happen if your sales management team | | | | structure, process, rewards and people. The 5 Star |
| created a quadrant and in the upper right hand corner | | | | Model for organizational development by Jay Galbraith |
| labeled it Best Salespersons? These are the individuals | | | | is one that I use with my client and works every |
| who exceed their quotas year after year, after | | | | well. |
| incredible customer loyalty and probably represent | | | | The reason the 5 Star organizational development |
| the 20% of your sales force who deliver 80% of | | | | model is successful is due to its simplicity while looking |
| your revenue. | | | | at the culture of the organization. In some cases, |
| In the 3 remaining quadrants going from left, down | | | | sales are not made because the company is not |
| and to the right, you could label them as follows: | | | | easy to do business with. Obstacles inhibit the sales |
| - Upper left hand = 40% of sales people who come | | | | management from doing what they do best. |
| within 5% of their quotas | | | | Realizing the goal to increase sales is usually far |
| - Bottom left hand = 30% of salespersons who | | | | simpler than people believe. Going from did you ask |
| come within 10% of their targets | | | | for the order to following up on all sales leads are |
| - Bottom right hand - 10% of sales team who come | | | | fairly simplistic behaviors. |
| never meet sales goals | | | | When everything is in alignments much like the stars, |
| Now the percentages may change a little bit, but the | | | | then your sales management team can have an |
| goal is to have the top performers over the | | | | incredible results, year after year. And wouldn't that |
| horizontal line and the bottom performers below it. | | | | help you sleep better at night? |