Managing team performance is a numbers game.  If enough of the team hit their numbers, the whole team crosses the line together.   Sounds easy, but you know it’s not.  Typically, a sales team has a small number of high producers who drive the team goal the most. Then, the large middle who straddle quota each month.  Finally, the under-performers bring in their share, but also take much more of your time 

What can a Sales Leader do?  

I’ll help with a few key initiatives that will set the course for sustained success. 

1. Benchmark the team. By understanding the traits of each member, you can better understand the differences between the top performers and the rest of the team. 

2. Full alignment and engagement. Understand what team members are fully on board, and which are not.  While there is no shortage of reasons for disengagement, you can’t fix what is broken, if you don’t know where the issues are. 

3. Individualized coaching.  Everyone has different traits, communication and learning styles, as well as motivational and workplace needs.  Use the OAD Coaching Reports to deliver Individualized coaching and motivation optimized for each team member. 

4. Hiring and Onboarding.  Use your benchmarked learning to create an Ideal Candidate Profile and hire people who are more likely to succeed from the get-go.