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Sales Potential
The term sales potential is an often overused. Sales Managers hire based on potential, but what does the sales manager do to insure that potential is realized? Everything we talk about in the Sales Management Workshop podcast, is related to the strategies and tactics needed to meet and exceed your sales objectives. To accomplish this, sales potential isn’t enough. You have to develop sales potential.
To develop the sales potential of your salespeople, you have to have:
- A game plan
- A go to market strategy
- A strong hiring process
- A sales process you own
- A quality development program
- An effective program for one-on-ones
- And a solid coaching program
Sales Potential Must Be Developed
Very few people or groups of people reach their full sales potential without help. Sales managers need to commit to developing a solit sales program. If they don’t, their results will be sketchy at best. With out a program that develops and refines sales talent, your ability to make the numbers in a repeatable fashion will be minimal. Put the development programs in place and you and your team should come up winners.
As a business owner or manager, you see potential in almost everything. That’s why you are doing what you do. You see tremendous potential in products, markets, customers, and yes, salespeople. You see sales potential, so what. I want you to read a little something, a quote from Stephen Covey.
“Ineffective people live day after day with unused potential. They experience synergy only in small, peripheral ways in their lives. But creative experiences can be produced regularly, consistently, almost daily in people’s lives.”
Can you help create that kind of experience for your team? This audio podcast is about developing sales potential. It’s the result of a conversation I had with one of my newer sales management coaching clients. He was trying to decide what to do with a couple of salespeople that were struggling.
As you listen to the audio podcast, ask yourself if you are doing everything you can to develop the sales potential of your salespeople.
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