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Many companies find internal competition to be bad because some of the lower producing sales people get their feelings hurt, so they stop recognizing the top performers or stop conducting contests in general. This is another instance of sacrificing the top performers to satisfy the bottom performers. In sales, just like in life, it takes skill, talent and discipline to be successful. When a salesperson does a great job and delivers great results, he or she should be recognized. Kids love to be recognized and feel appreciated, and professional adults are no different. Remember: when a leader tries to recognize everybody equally in order to be fair, his blanket recognition devalues the recognition for the ones who deserves it most. Winning is important, so do it.
The proof is in the numbers. Let's look at this example: a sales leader has five sales reps. The top two reps generate $100 each while the bottom two sales reps generate $50 each. If the leader works with the top reps and they improve by 20 percent,
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If you don't spend time with your first string and invest in their success as much as they invest in the organization, someone else will.
About the author
Nathan Jamail, president of the Jamail Development Group and author of "The Sales Leaders Playbook," is a motivational speaker, entrepreneur and corporate coach. As a former Executive Director for Sprint, and business owner of several small businesses, Nathan travels the country helping individuals and organizations achieve maximum success. His clients include Radio Shack, Nationwide Insurance, Metro PCS, The News Group, Century 21, Jackson National Insurance Company and ThyssenKrupp Elevators. To book Nathan, visit www.NathanJamail.com or contact 972 377-0030.
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