Written by Rob Malec
Your sales team has been absolutely crushing it for 3 years and running. Does this mean it’s time to sit back and relax knowing they’ve got things under control? On the contrary, you want to focus on encouraging a high-performing sales team to continually improve to achieve peak performance.
How to Motivate Already High-Performing Salespeople to Achieve Peak Performance
As a Fractional VP Sales and Sales Coach, I have been presented with this happy challenge many times. When a sales team has been over-performing for several years in a row, the forward-thinking business owner knows that complacency is always lurking in the weeds.
To do nothing and hope for the best only to have complacency rear its ugly head would be a poor choice. Yet, there is always a fear of upsetting the apple cart and the feeling that it might be better to do nothing and hope the revenue curve keeps going up and to the right.
It has been my direct experience that doing nothing is a bad option. Complacency will ultimately set in even among your best salespeople. Or your top performers will feel they have hit the ceiling of their growth at your company and decide to move on. Here are a few things you can consider if you are in the enviable position to have a well-tenured, high-performing sales team to help them reach peak performance.
Examine Your Compensation Program
Does your compensation arrangement incentivize the right behaviour in your salespeople? Will it serve your company well into the future, or does it reflect behaviours that were correct five years ago?
Consider adjusting your compensation program to financially motivate your salespeople to continue bringing in the type of business that will increase sales and drive revenue growth in the years to come. If compensation is capped, consider uncapping it so that the team can increase their income if they bring in the right amount and type of revenue.
Educate Your Salespeople (Including Thinking Outside of the Box)
Top performers continually want to sharpen their saw. Not sure what kind of training would benefit both them and your business? Ask them what types of skills or knowledge development they would like that they believe will help them to sell more.
Strongly consider offering access to training outside of sales platform skills. Storytelling, improv, and mindfulness training are examples of subject matter that will positively impact your team’s sales abilities, despite not being specifically focused on the sales function. When you’re dealing with top performers, you need to expand your horizons to help them reach peak performance.
Talk About Achieving Peak Performance
Achieving peak performance levels and working towards mastery is an honourable pursuit in and of itself. People who are not challenged get bored. The road to complacency is paved with boredom.
A quick Google of “peak performance” will give you more information and training options than you can digest related to getting on the path to mastery. Choose the one that’s right for your team and start to walk down the path together.
There is a significant amount to consider when determining the best way to energize an already high-performing sales team to increase sales. If you would like some insight into how, please feel free to reach out to me directly.