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Do you think that organizations should model their businesses after top performers?
I personally believe that in terms of sales, it is detrimental for organizations to model their businesses after top performers in their fields. To give your otherwise good salesmen- who were hitting their goals- unrealistic goals only forces them to work beyond their capacity until they get too burned out and quit, leaving you with an empty desk and 0 goals met. What do you think? Is it beneficial for organizations to model after top performers? If so, to what extent?
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Tim -
I agree with you - top performers are just that - individuals with skill levels that are way above the norm, and most of your sales people will be around the norm. Isolate the skills and behaviors that your top people have in common that are not related to personality or drive. I found that all my top sales performers shared a number of habits that made their individual and unique skills pay. Think of the improvement, or the rise in the mean, if you can get your middle performers to adopt even 25% of the habits of the best. Raise the mean, and you will survive losing your top producers as you inevitably will.
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