Inside Sales Rep Management Techniques: How to Protect Star Performers

Within every company there are always a few standouts that would be classified as ‘stars.’ Because of their consistent high performance, they are highly visible and everyone knows them. It’s these types of employees that we spend all our time recruiting. In my upcoming research paper, “Catching Falling Stars: A Human Resource Response to Social Capital’s Detrimental Effect of Information Overload for Star Employees,” the potential dangers of creating too many distractions for a ‘star’ performer are highlighted and are very applicable to the sales industry. A star sales employee produces significantly more output than average employees, depending on industry. For example, within biology and physics, star employees produce on average 17x more output. Because of their high visibility and high performance, star employees are likely to be more sought after for advice, influence and association, causing many of the employees in the organization to seek them out. When companies follow their conventional thinking and proceed to make their ‘star’ available to as many people as possible, they are hoping for exponential connections and increased business when in reality they are causing exponential overload and causing the productivity of their ‘stars’ to suffer. What ends up happening to these star employees is they get overloaded with information, killing the value of the star. To summarize the key take-a-ways of the research paper, managers should do everything they can to protect...

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