3 ways to move 'C' Players to 'A' Status

Over 73% of ‘C’ Players never make their quota.2 68% of ‘C’ Players ultimately leave the company. 2

So, why should Sales Management even bother to work with ‘C’ players? 33

Believe it or not, if managedcorrectly, 15% ofthose ‘C’ Players will turn into your best ‘A’ Players… 44

Coaching them is extremelyimportant. But… Where do you start? 55

Before doing anything, you must assess the talent level of your team and identify the ‘C’ Players.BDon’t just look at sales results (an accountability)… you must 6also assess the sales competency levels of your Sales Team. 6

So…now what?....Hope is not the right strategy…7 7

#1 Look in the mirror Ask yourself the tough questions:- Do you have the power todo what you need?- Will the politicalenvironment allow you totake the necessary action? -Are you doing what is necessary to raise the bar? 8 8

#2 GetGet them off the couch #2 themoff the couch!You must increase theirselling time. Focus oncustomer or customerrelated activity.World Class ‘A’ playersspend over 73% oftheir time selling. 99

#3 Be a Jerk You don’t have to be mean, but hold your people accountable. Let’s face it. At this point, they should be fighting for their job. We work to produce results, not make friends. Re-establish a strong work relationship. Camaraderie10 can come next. 10

It’s not always easy to do, but the effort can be pay off in spades. Click Here for more tips on improving ‘C’ Players to ‘A’ Status 1111

Learn More Contact us to hear the rest of the story... Email - info@salesbenchmarkindex.com Phone - 1-888-556-7338 Web: http://www.salesbenchmarkindex.com12

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3 ways to move 'C' Players to 'A' Status

by Sales Benchmark Index on Oct 07, 2012

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3 ways to move ’C’ Players to ’A’ Status Presentation Transcript