Managing Top Performers in Sales & Marketing

In sales and marketing, motivating our staff to become top achievers and top performers is crucial to our own personal and professional success. With the diversity of personalities in the sale and marketing teams, often, sales managers find great difficulty in assessing the needs and styles of each individual.

In an effort to promote productivity, however, among the individuals we clearly see as top performers, there are some key aspects of the work place environment that can not be ignored by the sales manager. In following these key aspects, the sales manager will provide the support necessary to foster the development and growth of the top performers, thereby reducing the amount of time required to manage these same individuals.

First, top performers, as a general rule, need personal space. For many top performers, feeling as if they have the freedom to work in a variety of environments, will further encourage their creativity and motivation. While most sales and marketing professionals are working in the field, there are some that spend a great deal of time in an office. Encouraging flexibility to work at home or, when not a feasible option, at least encouraging flexibility in the office arrangement, will provide the top performing employee with a greater sense of personal space in which to grow.

Secondly, top performing sales and marketing staff members will require flexibility. Because they are top performers in the market, these staff members will expect and demand flexibility to enjoy life and, yet, complete the tasks at hand. For many top performers, engaging in recreational activities, contributing to charitable causes and even spending time with family is a crucial part of who they are. As a result, the top performing sales and marketing employee must be given the freedom, to some extent, to enjoy these activities, even if during the traditional 8 to 5 work day.