Jack Welch, perhaps the greatest CEO in the last 50 years, managed by the 20-70-10 principal.  In his book “Winning”, Jack states that “underneath it all”  is a process that requires managers to separate employees into three categories in terms of performance, the top 20%, middle 70% and bottom 10%.  

 He writes,  “this is the key –managers must ACT on that distinction.”

We agree with Jack especially when managing the sales team!

We believe that the best way to develop a High Performance Organization (HPO) is to launch a sales management strategy that dictates that every member of a sales team must meet or exceed performance expectations and model their behaviors to reflect the successful attributes of your Top Performing “Stars”.

There is a recognized quality management business principal; “if you can’t measure it, you can't improve it.”  This  is never so true as it is in managing a sales team.

MANAGE FORWARD

In our experience working with sales managers, we find that most of their focus is on past results, or another way to put it, is they spend most of their time trying to fix productivity gaps and investigating or in sometimes justifying why challenged salespeople are not producing up to expectations and making their sales goals.  A better way is to manage forward with the predictability of our HPO SalesEdge System..