How to optimize sales results?

Performance vs Talent. 

We still get this question a lot. What is more important?

Performance? Or Talent? Before we dive into this. Let us explain to you what talent and what performance is.

Talent is the ability to produce the expected results and bring value to the enterprise.

Performance is the environment, tools, leads, incentives you provide/equip the employee with.

Simple. So what do you need to be successful in business? Talent or Performance?

Let's talk about talent.

Why are you going to need talent(A-players)?

Just 1 word. RESULTS. Don't tell me what you can, SHOW me what you can. You have to create the right profile of your A-player with the right expectations. Then it all comes down to the network. It's not what you know. It's who you know. A-players know their game and that having a solid Linkedin profile is critical to networking. Linkedin is considered the new caller ID. Most of the leads are generated through the referral channel This brings us all down to more efficiency, effectiveness and revenue growth. Talent knows WHAT to do and HOW to do it.

Now let's jump over to performance.

Why are you going to need optimized performance?

This is like the oil to keep your engine working smoothly and moving forward for optimal results. This includes Tools, training, leads, a great product, incentives, the right resources so your employees can reach the expected results you are asking. All this together(performance) will keep your employees driven and excited to hit that target you are expecting from them. We still, see lots of companies not caring about their performance and expect everything from their Sales team such as generating leads, use their own dialer, too many gates to get the incentive bonus(looking for ANY reason to take off that commission). And with a crappy product that doesn't solve any market problem.

Now let's get to the conclusion and put a ribbon on it.

From our point of view, it's 50% performance AND 50% talent, they go hand in hand. Why?Because you can't sell a great product without an A-player on board. And you can't make an A-player sell a product which has NO demand. Most companies don't understand that this is a critical point in a business that needs to be balanced out. They think just because they have a product with no demand that an A-player will make significant revenue. You also need to equip your A-players with the right resources such as up-trainings. Tools like effective and efficient CRM's. Good leads from the marketing team and aligned processes so you can have a business impact. This is part of being strategically aligned, that's why we HIGHLY recommended to you have your market, corporate, product, marketing, sales, and talent all strategically aligned.

We hope this helps out so you can make your market impact.

We wish you success and prosperity.