What Elite Salespeople Do Differently
The biggest thing on our attendees’ minds last week would be whether or not they’re an Elite Performer in their field.
Guest speaker Gary Delbridge from Objective Assessment Insights (www.objectiveassessment.com.au), Australia’s leading Sales Force Training and Coaching organization, shared some fascinating facts on a top performer’s mindset, behaviors, and insight into their discipline. A stand out the fact is that only 6% of salespeople were considered ‘Elite’ from a survey of over 900,000.
David Marshall, CEO, and Co-Founder of Performio discussed what constitutes as best practice in incentive compensation, with strategies to attract and retain ‘Elite’ performers while scaring off salary hunters.
My takeaway from the event is as businesses reduce the number of sales staff, they need to figure out how to maintain a low Compensation Cost of Sale (CCOS).
How can we spend less, and sell more?
Spend less by utilizing Incentive Compensation Management (ICM) software to reduce operational overheads, avoid overpayments and shadow accounting.
Sell more by providing salespeople with the clarity of pay, performance, healthy competition, transparency and ability for this data on demand.
As Australia’s largest end-to-end solution for sales incentive compensation design and execution, we’ve pioneered ICM software in the Cloud helping Australia’s leading sales teams drive better business results.