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Explore each of your sales team members in turn, to see where they fall on the matrix above:
As leaders, we must strive to COACH and MENTOR all our sales team members, to be in the GREEN BLOCK, where they do the following:
What do you do to keep them in the GREEN BLOCK
PRAISE AND REWARD THEM
When your team members operate in the GREEN BLOCK, you should reinforce their behaviour and execution, by regularly showering them with praise and recognition.
Sales team members in the YELLOW BLOCK are those team members, who are willing to put in the work and they project a great attitude, but due to a lack of certain sales skills, they are not yet achieving their potential or their sales target.
How do we move them into the GREEN BLOCK?
COACH, MENTOR AND ENCOURAGE
When your team members operate in the YELLOW BLOCK, you should commit to offering these team members regular sales coaching and mentoring, so that you can help them to acquire optimised sales skills.
The worst kind of salesperson is the one, in the ORANGE BLOCK. They project a really bad attitude, but manage to always achieve their sales target. As they are making money for the company, sales leaders allow their bad attitude and behaviour to continue.
This is very dangerous, as they have huge influence, with the other sales people. If left unchecked, their bad attitude, will eventually permeate throughout the organisation and negatively affect the sales performance of all your other sales people.
In the long run, you would be better off replacing these people, as the production they achieve, is outweighed, by the damage they cause with other team members.
What do we do with the people in the ORANGE BLOCK
CONFRONT AND WARN
When your team members operate in the ORANGE BLOCK, you should confront them as soon as possible and warn them that, unless they change their attitude, there is no place for them in your sales team.
Those sales team members, who fall into the RED BLOCK are not worth your time or effort. They have checked out and are disinterested. No amount of mentoring or coaching is going to help them. It is best to replace these people, with inspired sales professionals, who project a great attitude and work ethic.
What do we do with people in the RED BLOCK?
DOCUMENT AND SEPARATE
When your team members operate in the RED BLOCK, you should document their poor perfromance and do whatever it takes to remove them from your sales team, A.S.A.P.
Explore your own sales team members and list below, where they appear on SALES LEADERSHIP MATRIX
This response will be awarded full points automatically, but it can be reviewed and adjusted after submission.