Overcoming Barriers: Transforming Sales B-Players into A-Players

Overcoming Barriers: Transforming Sales B-Players into A-Players

Sales is a challenging field, and not every salesperson can be an A-player straight out of the gate. Whether due to lack of experience, skillset, or mindset, many end up in the B-player category. These are competent salespeople, yet they don’t quite hit the mark that their A-player counterparts do. But with the right strategies and a solution-oriented mentality, there are ways to overcome the barriers and unlock the full potential of these B-players.

Understanding Who B-Players Are

Before diving deep into the topic of transforming B-players into A-players, it’s essential to define who these B-players are. Generally speaking, B-players in sales are individuals with mid-level performance. These are the salespeople who consistently meet the bare minimum targets, avoid risks, and have a tendency to remain in their comfort zone.

Ironically, despite their safe approach, they make up a significant portion of a team and have a considerable impact on overall performance given their number in any organization. Therefore, it’s crucial for business growth to focus efforts on turning these B-players into A-players.

Overcoming Barriers to Sales Performance

The process of transformation must begin by identifying the barriers that prevent B-players from becoming A-players. While there can be individual aspects to consider, there are several common barriers found in sales:

  • Lack of motivation: Salespeople who lack motivation tend not to push their boundaries or strive for higher performance.
  • Insufficient knowledge or training: It’s common for B-players to lack the understanding or skillset required to excel in sales, making continuous training and education crucial.
  • Fear of failure: Many B-players shy away from taking risks or trying new strategies due to fear of not meeting their targets or even losing their job.

Addressing these issues is the first step to overcome the obstacles that hold B-players back.

Steps to Transform B-Players into A-Players

Transforming B-players into A-players is not an overnight achievement. It’s a continuous process that requires strategic planning and execution. Here are some steps every sales manager should consider:

1. Provide Regular Coaching and Training

Upgrading skillset and knowledge is a sure path to better performance. B-players often lack the awareness of better sales techniques and strategies. Hence, regular training sessions coupled with personalized coaching can significantly improve their productivity and efficiency. The right coaching helps them to understand customer psychology, negotiation techniques, the art of persuasion, and other essential skills in sales.

2. Cultivate a Growth Mindset

One of the cornerstones of an A-player is a growth mindset. It’s essential to instill the idea that skills and abilities can be developed through hard work and perseverance. B-players should be encouraged to view challenges and failures as opportunities for growth, rather than reasons to shy away from risks.

3. Set Realistic Goals

While it’s important for salespeople to aim high, setting unrealistic targets can lead to stress and burnout. Instead, encourage B-players to set achievable and incremental goals. This approach not only boosts confidence but also provides a clear path to improvement.

4. Reward Effort, Not Just Results

It’s crucial to remember that in the process of becoming an A-player, the effort counts just as much as the final result. Therefore, reward system should also acknowledge the effort put into improving performance, not just hitting sales targets.

Transforming B-players into A-players demands time, effort and patience. Yet, the payoff is well worth it. A team populated by A-players will have the drive to continuously learn, evolve, and strive for excellence. Not to mention, the impact on already motivated A-players could be powerful, making your sales infrastructure more mighty.