What sets high-performing sales organisation apart?

Do organisations stand to gain more by addressing employee under-performance first before celebrating over-performing ones? What’s your #1 tip on how to cultivate a high-performing sales team?

HBR Video on High Performing Sales Teams

HBR Report on High Performing Sales Teams

Research by Steve W. Martin (University of California Marshall School of Business, as published by HBR – July 2015) indicates the following;

• High performing sales organisations use a more structured formal sales process (I.e. closely monitored, strictly enforced and well automated). They also hold team members accountable.
• They set stretch goals, typically 10% or more vs. previous year.
• They let go under-performers after just one quarter vs. nine or more quarters at average to weak sales organisations.

If your organisation is looking into boosting performance, consider doing the following;

1. ALWAYS address under-performers first. Aim to rectify under-performance within six months. This is a realistic and doable goal for almost all organisations.
2. Incentivise the behaviours that you wish to cultivate in the organisation. You get what you're willing to pay for. If you want over-performance, incentivise it to an optimal point that is too good to resist.
3. Invest in a good standardised decision-making approach with clear ownership and accountability. Avoid as much as possible overlapping decision rights.
4. Use ONLY measureable metrics and targets. No exceptions.
5. Fine-tune your communication practice. Be clear, concise and consistent.