What Yard Line Are Your Salespeople On?

Sales team performance isn’t always about instant results. Sometimes your salespeople might not seem successful, but they’re closer to a breakthrough than you realize. Think of each team member as a football player on the field, each positioned at different yard lines. Some are stuck in their own zone, struggling to gain momentum, while others are on the 20-yard line, just entering the red zone, ready to score big with the right guidance.

Recognizing Potential in Sales

I've experienced this firsthand. Back in 1990, after a year of struggling at ADP, I walked into my boss’s office ready to quit. I had convinced myself that moving to Donnelly Directory, selling and designing Yellow Pages ads (for those who remember those!), was the right move. I was dreaming of making big sales, but the reality was 14-hour days with little to show for it. I was exhausted, frustrated and ready to resign.

However, my boss saw something in me that I just couldn’t see in myself at the time. He told me that I was making a huge mistake, and that Donnelly Directory wasn’t the right place for me. Instead of letting me quit, he made me a deal: stick around for three more months and if at that point I wasn’t successful, he’d personally help me find a new job. Then, he shared the best piece of sales advice I've ever received: “Lisa, stop worrying so much about the numbers. Focus on doing the right number of the right activities the right way.”

The Shift in Sales Strategy

That advice changed everything. I shifted my mindset from “I have to close this sale” to “I’m going to focus on the process and let the results take care of themselves.” And guess what? I started selling like crazy. By the end of the year, I found myself in the top 8% of 2,000 salespeople. Looking back, I realize now that I was on the 21-yard line just about to enter the red zone. My boss saw this potential in me and knew that with just a little tweaking I could be incredibly successful. That year was the beginning of my successful 12-year career at ADP.

Assessing Your Sales Team’s Position

When a team member isn’t performing at the level you want, take a step back and assess where they are on the field.

• What yard line are they on?
• What’s holding them back?
• Are they willing, committed and able?
• What does their effort level look like?
• Do they have a solid game plan?
• What’s their pipeline and activity level like?

It all comes down to triage—identifying the top three areas that, if improved upon, will have the biggest impact on sales team performance and will help each person to move them forward. Just like in football, the goal isn’t just to advance down the field—it’s to score. Sometimes your salespeople are closer to the red zone than they think. By recognizing their potential, offering the right advice and providing encouragement and guidance, you can help them rack up the big points.

Want a copy of BDU’s Triage Visual to help you determine the three areas your salespeople need to focus on for the biggest improvement? Message me your email address and we’ll send it right over to you!

Coaching Sales Success

As a sales leader, it’s your job to recognize where your team members are and what they need to move forward. Not everyone is going to be in the red zone, but with the right coaching they can all get there. Focus on the right activities, provide the right support and watch your sales team achieve success!

Ready to Unlock Your Sales Team’s Full Potential?

If you’re looking to take your sales team’s performance to the next level, we’re here to help! Whether it’s assessing where your team members are on the field or providing the right coaching to push them into the red zone, our expert team at BDU is ready to assist.

Contact BDU today at 877-310-1370 or [email protected] to schedule a consultation and discover how we can tailor our training and coaching programs to your unique needs. We look forward to helping you drive your team’s success!