To achieve maximum efficiency with your sales team, you must be consistent with the team's systems and processes and unique in terms of individual relationships. Not all salespeople are created equal, but most salespeople can perform above average with managers who have team consistency and a uniquely individual approach.
To enable effective coaching, bring balance to the team by formulating consistency in the following domains.
Compensation:
We love to stick to the same compensation plan as we build a durable sales team. We are not saying everyone gets the same salary, but the pay scale and bonuses should be the same. Use salary as a differentiator based on experience or results. The commission should reward the better player with a higher percentage or bonus. However, it is very important for you to increase your sales through sales team incentives, and as a result, your business will exceed sales goals.
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Support:
Always provide the same level of support to all salespeople, from managers to support staff. The same support has nothing to do with height. This is determined by the volume of sales. What we are saying is not to get someone to get support, they need it to do their job.
Processes and systems:
They are available to companies and customers. Everyone must finish their presentation. Don't let the better players get away with not doing their job. When their volume is large enough to accommodate additional support, do so publicly so everyone can see what advantages it can buy.
Expectations:
When you expect less from a salesperson, you are bound to have lower expectations. Keep quotas and goals consistent. Use your commission incentives to get a higher score. Time to increase your sales rate to one will justify a higher salary.