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I was just recently out shopping at a big box retailer looking to get my wife a new tablet. When I asked the clerk the question, can you tell me the main difference between the two different tablets that I was considering? The clerks answer was this one is made by Apple and is $200 more so I wouldn’t buy that one.
As silly as it sounds I have been in dealerships and heard very similar conversations between sales consultants and clients. Frankly, as a manager you must get tired of your staff standing by the door waiting for the up bus or the BDC to give them a lead. Also your worst sales consultant goobling up the ups like Pac-Man. So how do you create an environment where your staff will be proactive instead of reactive and get ups to your heavy hitters?
Here is an idea that I put in place to make sure that my All-Stars stayed All-Stars and my Minor Leaguers became All-Stars.
Here is how it works:
If a sales consultant has a 90 day rolling average of 7 or less sales they were considered Minor league and placed on probation. I also placed new consultants in this category as well. They only had the following opportunities:
Minor League “Probation”
Major League 90 day rolling average of 8-12 sales
All-Star 90 day rolling average of 13 sales or greater
Internet leads and appointments
By putting this program in place is made the Minor Leaguers strive to get brought up into the majors and also forced them to be proactive in bringing new clients in. While the majority of my staff fell into the Major League category they pushed to become All-Stars due to the availability of internet leads and appointments. The All-Stars always stayed All-Stars I believe because they had the pride of making it to the All-Star level and not wanting to lose out of the extra opportunities that presented themselves with being an All-Star.
In closing this only works if your managers are coaching and giving the staff the training and needed coaching that it takes to lead them to the All-Star level. Go out and make create a staff full of All-Stars