BLOG 1 | January

A discussion I have quiet frequently with Sales Managers is the dilemma of having a high turnover producing sales consultant, let’s call them the prima donna of the team, who outside of generating huge numbers sporadically, are utterly unpleasant to work with. Most of you would say “an easy problem to live with!” But in fact, sales consultants who add no additional value to the team or the organisation except for the revenue they generate, actually impoverish the company in many more ways and at a much higher cost to the organisation than appears initially.

Clearly, the opposite is also true, and presents a different challenge – the great team player, always willing to help, perpetually upbeat and positive – but doesn’t make target consistently either.

For me though, these are excellent challenges for a manager to reconcile and consequently create effective and sustainable sales performance. The process is however complex and not without risk. It also challenges traditional thinking in sales teams that as long as you’re making money for the company, then you have carte blanch to do and behave as you want.

Real sales performers are not as arrogant and as self-serving as top revenue generating prima donnas! The main difference is that the organisation benefits in so many more ways from having a balanced sales performer on the team. From the positive influence they have on subordinates and new sales consultants. To the standards they set themselves in the administration and management of their sales activities. They create a professional image, and are committed to their own personal growth as well as that of the sales team (and find time for both). Other sales consultants can model their behaviour & attitude, and use them as a positive example of why & how this consultant became the top performer.

Too many sales managers ignore consultants who work in a manner inconsistent with these benefits, and avoid doing anything decisive about them because of the risk to their turnover. A short sighted strategy indeed!