But you might be surprised to learn that working with bottom performers won’t yield the highest return for your sales team. Neither will working with your top performers.
According to a study by the Sales Executive Council, a 5 percent performance gain from the middle 60 percent of performers yielded, on average, 70 percent more revenue than the same shift in the top 20 percent of workers.
That’s the secret: You’ll get the most return from motivating the middle of your organization.
What’s more, statistics say that properly structured incentive programs can increase employee performance by as much as 44 percent. Can you even imagine getting almost 50 percent more work out of your current reps?
Of course, this is not suggesting that you ignore your top or bottom performers. It’s important to motivate your sales team on all levels, whether that’s with compensation, recognition, competition or additional incentives. But it’s helpful to know where you can concentrate your efforts. So now that you know the secret of where to focus your time, check out our brand new infographic that shows you what to do.