Ian Howell is a performance coach working across the globe to help businesses to untap the potential in their sales team; he is also a highly respected rowing coach working in the UK and USA. With a career that started in the automotive financing industry, we asked him for his thoughts on up-tapping the potential in the showroom.
When developing performance cultures within organisations I often ask what Sales Leaders see as the untapped potential of their sales teams. The answers ranges from 30% to an amazing 70%. What is inspiring is when we ask the sales team members what they see as their latent potential is, they too recognise considerable opportunity for performance improvement; typically, their expectation is higher than that of business leadership. The crucial stepping-stone to greater success is to bring these two aligned views onto the same page? This is true in every industry and regardless of market sector.
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