In today's world, who wouldn't want a half million dollar a year salary? Or even better, an even million? But as sales reps know, that's fairly rare territory. In fact, only 3% are earning the $500,000 and .001% ever achieve the million dollar level. So, what would it take for your sales reps to earn a million dollars and join that elite group?
It’s not about knocking on more doors or calling on more clients. And it’s not about being smarter than the competition. It’s about investing time in the activities that are the most likely to move deals forward. And it’s about having the right behavioral competencies for the job.
As a sales leader, how can you push reps closer to the seven-figure threshold? The first step is to understand what makes each job tick — and then ensure this is clearly defined in the role profile. Within the role profile, the sales competencies a rep needs in order to be successful must be clearly articulated. Then, managers need to make sure the sales reps in each role have the right competencies—starting with defining the five aspects of every sales job.
1 Customer targeting and segmentation
Identify the customers your reps must target, then segment the accounts by size, type, strategic importance, or other criteria. Different segments may require different competencies.
2 Sales strategy
Sales jobs consist of three primary sales strategies: penetration selling, acquisition selling and retention selling. A role may have one clear objective, or a blend of selling priorities. A well-defined role profile knows which strategy is most critical for success.