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Make Winning a HabitChampionship teams have no weak links. ItБЂ™s pay me now or pay me later, and IБЂ™d rather invest in recruiting than in fixing lost sales. While at SAP, one of our principals, Jack Barr, met with sales directors from all over the country. He would ask them each to rank their current sales teamsБЂ”how many A, B, and C players they thought they had. Their categorizations were always similar. They all defined their sales forces as having some A players, some B players, and some CБЂ™s. Their best performers were designated as БЂњA playersБЂ«even if they really werenБЂ™t. In many cases they didnБЂ™t really have any A players at all. When Jack told them that they needed to hire some AБЂ™s, they would always say, БЂњWe canБЂ™t right nowБЂ”we donБЂ™t have the headcount.БЂ«БЂњBut if you have four C players right now, who you donБЂ™t think will ever be A players, you do have the headcount,БЂ«Jack would tell them. БЂњYou have room to hire four people.БЂ«As a sales manager, you have to be candid with yourself about what level players you really have ...» |
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