Everyone is looking to achieve excellence in what they do. I’m trying to achieve excellence…you’re trying to achieve excellence. All your sales people are trying to achieve excellence in their own way.

The thing is that your standard of excellence doesn’t necessarily reflect Bob’s ideas, or Jenny’s goals for herself. It’s okay. Each person is different. Some people dream big, some are contented on simpler duties and roles, some dedicate themselves to long-term goals, some focus on the short-term.

But one thing is certain if you want to achieve some level of recognition in the long run – be INFLEXIBLE on what you want…but be FLEXIBLE on how to get yourself there.

It’s important to guide your team on a step-by-step basis, especially when it comes down to individual sales people.

1. Merely hitting quota is average. But if the salesperson is new or has never reached quota before, then hitting quota is excellence.

Things ought to to turn around once that salesperson proves he could hit quota even on a bad day.

1. Excellence is any goal that exceeds quota, but it must also be realistic at the same time

How much is too much? Your sales people should tell you this one. A good sales person is one who knows his or her boundaries.

Boost them up if they shoot too low or pull them down if they aim too high. In my experience, new salesmen and women tend to set their goals too high to try and impress their boss. It’s your job, your responsibility, as their boss, to set them on the right tone. That’s the way to brand excellence into your salespeople’s portfolios.

Post a reply to this blog and tell me your methods on how to unleash “excellence” from your sales people.

To learn even more about sales management training, get our free ebook.

Related Posts

• A little known (yet so simple) way to motivate your salespeople, part 2
• Who else wants to be an excellent sales manager?
• A little known (yet so simple) way to motivate your salespeople, part 1