SALES STRATEGY


Are You Too Dependent on Your Top Salesperson?


C. LEE SMITH


If you’ve got a rock star on board, your department is probably crushing your sales goals. Maybe you’re counting the days until you and your rock star take the annual President’s Club trip to Hawaii. Go ahead and enjoy your moment in the sun because, in the long run, that sales rock star is likely to cause you and your department plenty of trouble.


30 | DECEMBER 2019 SELLING POWER © 2019 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


Why? It’s not because he or she is a problem but because you (the sales manager or sales VP) may become too reliant on that one star performer. Here’s how to avoid potential disaster.


WHY RELYING ON YOUR RAIN- MAKER LEADS TO TROUBLE Don’t get me wrong. Every organiza- tion needs some heavy hitters in the sales department. In fact, The 2018 CSO Insights Sales Talent Survey tells us that the top 20 percent of sales reps generate 60 percent of an organization’s revenue. We all know sales is a numbers game. You’ve got the weight of those quotas coming at you every month. To stay ahead of the deadline, the easy choice is to give


ROMAN SAMBORSKYI / SHUTTERSTOCK.COM


Page 1  |  Page 2  |  Page 3  |  Page 4  |  Page 5  |  Page 6  |  Page 7  |  Page 8  |  Page 9  |  Page 10  |  Page 11  |  Page 12  |  Page 13  |  Page 14  |  Page 15  |  Page 16  |  Page 17  |  Page 18  |  Page 19  |  Page 20  |  Page 21  |  Page 22  |  Page 23  |  Page 24  |  Page 25  |  Page 26  |  Page 27  |  Page 28  |  Page 29  |  Page 30  |  Page 31  |  Page 32  |  Page 33