Time Spent with Sales Reps

Reader Question:

Interview question asked by HR manager in an interview for a sales management position:

“Where would you spend your time as a sales manager, with the high performing sales reps, the mid level performers of the lagging performers?” I’m interested in what is really the “best” answer. Thanks!

Recruiter’s Advice:

Leave Top Performers ALONE. Unfortunately you need to manage the “lagging performers.” You need to see if you can manage them into success, or decide when to “cut and hire A players.” The key is to constantly be Top Grading your sales force. Keep everyone on their toes; also prevent being caught off guard by a sales person leaving.