2 2 Over 73% of ‘C’ Players never make their quota. 68% of ‘C’ Players ultimately leave the company.

3 So, why should Sales Management even bother to work with ‘C’ players? 3

4 Believe it or not, if managed correctly, 15% of those ‘C’ Players will turn into your best ‘A’ Players… 4

5 5 Coaching them is extremely important. But… Where do you start?

6 Before doing anything, you must assess the talent level of your team and identify the ‘C’ Players. 6 BDon’t just look at sales results (an accountability)… you must also assess the sales competency levels of your Sales Team.

7 7 So…now what?.... Hope is not the right strategy…

8 # 1 Look in the mirror 8 - Will the political environment allow you to take the necessary action? - Do you have the power to do what you need? -Are you doing what is necessary to raise the bar? Ask yourself the tough questions:

9 #2 Get them off the couch 9 #2 Get them off the couch! You must increase their selling time. Focus on customer or customer related activity. World Class ‘A’ players spend over 73% of their time selling.

10 #3 Be a Jerk You don’t have to be mean, but hold your people accountable. Let’s face it. At this point, they should be fighting for their job. We work to produce results, not make friends. Re-establish a strong work relationship. Camaraderie can come next. 10

11 It’s not always easy to do, but the effort can be pay off in spades. 11 Click Here for more tips on improving ‘C’ Players to ‘A’ StatusHere

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