Tips Given to Avoid Staff 'Peaking'

Tips Given to Avoid Staff 'Peaking'

Keeping your sales staff from "peaking" or beginning to falter just when they're on top of their game should be a prime goal of sales managers in the kitchen and bath industry.

That's the view of John Graham, the president of Graham Communications, a marketing services and sales consulting firm, which recently offered a series of sales management tips to members of the National Kitchen & Bath Association (NKBA).

According to Graham, it's impossible for kitchen/bath sales professionals "to be up all the time, and performing at maximum efficiency and effectiveness." He explains that "peaking" often occurs over the course of the typical sales professional's career but "while it's common, it isn't inevitable."

With the appropriate amount of coaching and training, sales managers can generally minimize the effects of peaking and related productivity slowdowns.

Graham offered NKBA members the following tips as ways to confront peaking:

  • Provide a constant flow of quality leads as a top management priority.
  • Give experienced salespeople opportunities to mentor newer salespeople. However, don't necessarily make an experienced salesperson a sales manager.
  • Provide the opportunity for personalized coaching on issues that are important for the salesperson's continued growth.
  • Allow successful salespeople to serve in an advisory role to management.
  • Establish a means for recognition of sales achievements. "It seems so obvious," says Graham, "but it is often forgotten."