Tatnall Insights | Sales Leadership
The Biggest Opportunity In Your Sales Team May Be Sitting In The Middle
The biggest opportunity is not always at the top or bottom of the team. Sometimes it is sitting quietly in the middle.
After 30 years in automotive retail, I have noticed something interesting about sales teams.
Most managers naturally spend the majority of their time focused on two groups.
The Top Performers
The people consistently delivering results and often relied on when a target needs hitting.
The Struggling Performers
The people who need support, coaching and guidance to improve performance.
Both deserve attention.
But what about everyone in the middle?
The Steady Performers
These are the people who turn up every day.
Follow the process.
Look after their customers.
Sell enough cars to stay off the radar.
Not causing problems.
Not breaking records.
Just consistently getting the job done.
Where The Real Opportunity Often Sits
The biggest opportunity in most sales teams is not always at the top or the bottom.
It is often in the middle.
What happens if you develop the average?
10 → 15
cars per month
15 → 20
cars per month
£40k → £80k
earning potential
Not through luck.
Not through magic.
Through coaching, confidence, process and practice.
What The Best Sales Executives Do Well
When I look back at the best Sales Executives I have worked with, they all shared similar habits.
- they listened more than they talked
- they asked better questions
- they built trust
- they used stories customers could relate to
- they created ownership through demonstration
- they never stopped working on their craft
And perhaps most importantly, they practised.
Footballers practise scoring goals.
Golfers practise putting.
Tennis players practise serves.
Yet many salespeople stop practising sales.
Improve The Middle, Improve The Team
The best managers I have worked with did not just protect the strongest performers or manage the weakest.
They improved the average.
And when you improve the average, the whole team moves forward.
Showroom To Signature
Practical sales leadership, coaching, customer communication and physical demonstration support for automotive retail teams.
Read Showroom To Signature Visit Tatnall