Here are three revealing statistics about average salespeople:
-- Only 73% of them reach quota on a regular basis.
-- 68% wind up leaving the company (either voluntarily or otherwise) within five years.
-- 15% of them evolve to a point where they eventually wind up being the company's best salespeople.
That final stat is the most critical in the sense it reinforces why it's so important to coach and develop average reps on a regular basis.
Determine which salespeople have breakout potential, and meet with them to establish quantifiable goals, as well as personalized incentives, a plan for achieving each goal, and firm dates to follow up and adjust accordingly.
The Key: Assume shared responsibility by volunteering to play some role in helping each rep achieve his/her goals. This way, you earn reps' respect, while also making them feel more accountable for results.
Source: 4 Steps to Kick Off Your 2012 Sales Strategy the Right Way, by Tony Albachiara