How to exploit the potential of your best salespeople?

[Ehsanuls55]

In the sales world, one thing is very clear: not all sales roles are created equal. And before we dive into how to actually identify and utilize your best salesperson, let’s first define the 3 key roles hidden behind the umbrella term “sales”:

Sales Development Representative (SDR): Responsible for cold calling, lead qualification, appointment scheduling, etc.
Account Executive (AE): Responsible for closing deals . They work closely with SDRs to convert qualified leads into paying customers.
Account Managers (AMs) : Work to maintain and nurture existing customer accounts, as well as upsell to those accounts.
As you can see, each role has different objectives, which means different ways to identify how they perform, and how you, as a manager, will capitalize on their performance.

How to identify your best salesperson(s)?
One of the most attractive aspects of the sales profession is its inherent objectivity.

Salespeople are held accountable for meeting specific performance goals, making it relatively easy to vp facility manager email list identify high-performing salespeople based on their achievements against these goals.

However, it is crucial to recognize that SDRs, EAs, and AMs have different sets of objectives.

Example

For example, SDRs are often evaluated based on the number of leads they have qualified , rather than their ability to close deals.

However, you don't want your SDR sending out tons and tons of leads and wasting the AE's time.