Have you ever wondered why you can’t always retain your new or established consultants?
Performance
Evaluation Model
You won’t be surprised to hear that it is down to their motivation and the level of support you give them as their manager.
Below is a stage-by-stage visual of a sales consultant’s performance tracker. This doesn’t relate to everyone so based on the 80/20 rule, let’s just focus on the 80%*
- The Growth Stage
If you recruit well then new starters will always be motivated to do well by achieving their Targets and Goals. - The Plateau Stage
Sales is a virtuous circle so once you have achieved your targets you need to keep pushing to achieve greater goals. There is no reinventing of The Sales Cycle. Allowing a consultant to be happy with their performance and to morph into an account manager, could be the beginning of the end. - The Cliff Stage
Completely stopped doing everything they had been taught and that made them successful so the impact of losing clients and commission is starting to hit home. - The Rock Bottom Stage
Considering resigning as they have lost most of their clients that they built up in the Growth stage. They are not sure that they have the energy or desire to put the hard work in again. - The fightback Stage
Hard work, but possible with lots of support from their line manager. It requires the consultant to go back to basics i.e. start again. Reinventing yourself is challenging.
Stage 2, 3 and 4 are completely avoidable provided Line Managers stay close to their consultants encouraging them to carry on doing the things that made them successful in the first place. Once bad habits are allowed to creep in the mountain becomes higher to climb. It takes a huge commitment and lots of belief to start and then maintain the fight back.
*20% of sales are generated by 80% of the consultants.
© Copyright Robert Stiff 2023