I'm a Sales Celebrity - Get me out of here

We have all worked with them - the salesperson who believes they are the best and who deserves special treatment.

They are at the top of their game, and they feel that they deserve the best leads, a further slice of the territory, and some of the biggest customers.

And in some ways, they are right to feel like that, but at the end of the day, one person can only do so much until they are maxed out.

You cannot fill a one-litre water bottle with two litres of water.

The problem is that if they feel they are not being treated fairly, you have a 'flight risk'.

Fairness means equal opportunities

There is one thing to rework a territory to make it fair, but it is another thing to allocate parts of a territory when someone has worked hard to build it up. In sales, top performers treat their territory as their own business or franchise. When they are doing well, and you take that away, then you need to show them why and how the plan makes it fair for everyone in the team.

The reason this is being pointed out is that in a world of equality, when it comes to account allocations and territories, there can be no favouritism and inequality; otherwise, you will see good or even great people saying, 'I am a Sales Celebrity, get me out of here'. Okay, they may not say that, but that is what they are thinking!

Territory and account allocation fairness isn’t just about levelling the playing field; it’s about getting the clearest picture of who’s genuinely performing and ensuring your company’s growth potential is fully covered and not concentrated in one lucky patch.

Salespuzzle.co.uk