By Stuart Maister, Joint MD Mutual Value
In virtually every professional services team, you’ll find high, medium, and low performers. Typically, there’s a clear top 20% and a similar proportion at the bottom. For firms to be successful, they need to answer the question: what is the key to transforming the sales effectiveness of your team?
The answer is straightforward: move the middle 60% closer to the best performers. Anyone who has ever managed people will know that sometimes this is easier said than done. However, taking the initiative to do so will have a greater impact on your overall revenues than any other single method you take on.
In this white paper, produced with our partner Introhive, you will discover the secret we all know: the best consistent performers typically focus on relationships over transactions, are trusted by their clients, and ensure they communicate frequently to ensure they understand their clients’ needs and help meet them. You can download the white paper below.
We have a clear approach with Introhive which is to track the behaviours of the best, train the next tier down and then track the results. You will find that they are building far higher levels of relationship capital with clients, and this is something we can measure and improve.