how to leverage top performers for sales team improvement

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Top performers are some of your best sales assets. Are you using them to their fullest potential?

Use the following ideas to start integrating top performers into your team culture, and utilize them for more than just crushing quotas.

Treat Them Like Everyone Else

One of the first mistakes sales leaders make is to treat their top performers different than the rest of team. You should recognize their success, but stop giving these sales reps the all star treatment just because they’re pulling in big numbers. Instead, keep them involved in everything so the rest of your reps can soak up their knowledge, and learn by example.

Help Them Represent Your Company

A great way to leverage your top performers is to help them become industry thought leaders. Have them harness their industry knowledge and ideas into blogs or other digital content that can be shared across the web. They can build a following to grow their own network, and have a positive influence for your organization at the same time.

Save Them Time

Want more from your top performers? Stop wasting their time with the useless stuff. Clean up your processes and make resources easy to find. Believe it or not, sales reps waste 31% of their time simply looking for the right content. Use simple, mobile systems so your top performers have more time to do what they do best.

Add Coaching to Their Week

Stop handling all of the coaching yourself. Get your top sales reps in on the game. Pair up a top performer with a sales rep who could use some improvement, and let the relationship flourish. Do some pre-analysis to make sure you have the most meaningful match. For example, if you have a super introverted rep, pair them with your most outgoing all star.

Keep Training Them

What would it do to your bottom line if your top performers improved by even 10%? Even though it seems like they’re the experts, keep training your all stars. Everyone can improve, and pushing them even a little bit harder could boost your entire team performance. PS. Don’t bore them with the sales 101 topics, send them directly to the advanced track.

Use Gamification

Gamification is a great way to get your entire team revved up about professional development, and your all stars can have a huge impact. Use your top performers as examples of how it’s done, or as judges to give critical peer feedback. A pitch practice challenge allows each of your reps, including top performers, the chance to submit their best performance where your team can evaluate performances and learn as a group.

Stop letting your top sales reps play the game just for themselves, and start making it a team effort. Use the tips above to leverage your all stars to boost team performance and keep your competitive edge.

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