{"id":70034,"date":"2022-08-22T14:30:20","date_gmt":"2022-08-22T21:30:20","guid":{"rendered":"https:\/\/www.act.com\/improving-your-middle-performers-is-the-secret-to-improving-your-top-bottom-line\/"},"modified":"2023-03-21T10:49:25","modified_gmt":"2023-03-21T17:49:25","slug":"improving-your-middle-performers-is-the-secret-to-improving-your-top-bottom-line","status":"publish","type":"post","link":"https:\/\/products.act.com\/en-gb\/improving-your-middle-performers-is-the-secret-to-improving-your-top-bottom-line\/","title":{"rendered":"Improving your middle performers is the secret to improving your top & bottom line"},"content":{"rendered":"

\"Graph<\/p>\n

A 5% shift in sales performance by the middle 60% of salespeople yields over 70% more revenue when compared to a 5% shift in performance of high performance.\u00a0<\/strong>(Source: Sales Executive Council)<\/p>\n

An average team is comprised of bottom or underperformers (approx. 20%), middle performers (approx. 60%), and top performers (approx. 20%). Typically, the bottom 20% are there due to job-fit or motivational issues, and addressing their performance is a separate process. The top 20% are already outperforming their peers and pressing them for additional revenue or performance is generally not beneficial to an organisation. The group with the most to gain and provide the greatest impact on your organisational performance, top and bottom line, is the middle 60% of your sales team \u2013 your average performers.<\/strong> Imagine the improvement in sales if just 5% of your team started moving to higher performance.<\/p>\n

Whom To Move <\/strong><\/h2>\n

In the past, sales managers and leaders could only use sales bookings and quota attainment to measure how well their teams were performing.\u00a0 This didn\u2019t provide insights into how specific salespeople (the top 20%) were able to drive more revenue.\u00a0 With Act!\u2019s Performance Navigator <\/strong>(by Performance Insights) \u2018metrics that matter\u2019, sales managers and leaders gain visibility, at a granular level, of what sales activities and behaviours are truly driving higher performance.<\/p>\n

Act!\u2019s New Performance Framework Identifies Whom to Move<\/strong><\/p>\n

Today\u2019s sales managers and leaders can use Act!\u2019s Performance Navigator (by Performance Insights) to Identify Centers of Excellence; top performers and top teams with Performance Navigator analytics (metrics that matter). Sales leaders can use these metrics to identify top performers and what they are doing that sets them apart – including identifying the specific activities and behaviours (best practices) driving each metric.<\/p>\n

Sales managers and leaders are also able to use the \u2018Metrics That Matter\u2019 in Act!\u2019s Performance Navigator (by Performance Insights) Coaching Scorecard & Team Dashboard to measure the metrics that matter in coaching and organise them in a well-designed set of reports, dashboards, and scorecards.\u00a0 You can see examples of these coaching reports, dashboards, and scorecards at www.actforfinancialservices.com<\/a>.<\/strong><\/p>\n

\"\"<\/p>\n

Act!\u2019s Performance Navigator <\/strong>(by Performance Insights) identifies your middle performers and gives you the insights to clone your top 20% performers \u2013 and move the entire organisation \u2018right and tight\u2019 with Act!\u2019s Performance Framework.<\/strong><\/p>\n

To learn more, visit www.actforfinancialservices.com<\/a> and watch a demo (video) and download the brochure for how you can deploy this exciting new tool.\u00a0 Contact Ron Buck at ron.buck@performanceinsightsteam.com<\/a> for more information and a free brochure about the best practices the top financial institutions are using to drive more revenue.<\/p>\n

About the author<\/h2>\n

\"\"Ron Buck is the Chairman & CEO of Performance Insights \u2013 an industry-leading software company serving the financial services industry.\u00a0 Ron is a recognised industry leader and has taken two companies public prior to Performance Insights.<\/p>\n","protected":false},"excerpt":{"rendered":"

A 5% shift in sales performance by the middle 60% of salespeople yields over 70% more revenue when compared to a 5% shift in performance of high performance.\u00a0(Source: Sales Executive Council) An average team is comprised of bottom or underperformers (approx. 20%), middle performers (approx. 60%), and top performers (approx. 20%). Typically, the bottom 20% […]<\/p>\n","protected":false},"author":4,"featured_media":67142,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[186],"tags":[],"acf":[],"yoast_head":"\nImproving your middle performers is the secret<\/title>\n<meta name=\"description\" content=\"A 5% shift in sales performance by the middle 60% of salespeople yields over 70% more revenue. 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