“The great ones reach out. They work the phones when they’re not first in line. They understand what a customer wants. They’re not just better than good. They’re playing a totally different game.
My best advice: Fire half your sales force. Then, give the remainder, the top people, a big raise, and use the money left over to steal the best salespeople you can find from other industries or even from your competition. You’ll end up with fewer salespeople. But all of them will be great.
And the good guys? Have them go work for the competition.”
Seth Godin on good salespeople and great salespeople. The best sales managers know in their guts this is good advice. They just don’t have the stomach for it.