Imagine that you’ve been given the assignment to increase sales by 5%.
You can’t raise prices. You can’t add more staff. You don’t have the budget for additional marketing support.
What do you do?
The worksheet below presents you with two options – and the process to identify others, to determine your route to achieve your goal.
- Option 1 involves asking (demanding?) an equally higher productivity from each of your reps.
- Option 2 involves asking your high producers – arguably the team members with the best personal pipelines, and the best ability to close – to contribute more, while asking for a lesser contribution from team members who probably can’t step-up their games
Use the worksheet to compare options, adjust goals, and plot your route – acknowledging that you’ll need to step-up your game as a Sales Leader to support your team as they deliver these stretch goals: