John “Coach K” Klymshyn presented two hour-long “Ultimate Sales Management” workshops at Channel Conference Partners Conference and Expo in March. The first session covered managing a sales team and the second focused on hiring the best salespeople.

In this five-minute video, Coach K reviews his first session on managing your current team.

The entire short video is worth viewing, but here are a few nuggets:

“There is a mythical creature called the ultimate sales manager, and this is how that person thinks, operates and wins,” Klymshyn says on the video.

He said he looks for three things in top salespeople:

• Hit your number
• No drama
• Maintain low churn of your clients – “It is much more difficult to bring in a new client than to close business with an existing one.

He also advises managers to classify salespeople in three tiers – “A players” (high maintenance, high revenue, high touch), “B players” (consistent producers, no drama) and “C players” (require a lot of time, coaching). He said when C players miss their number in three straight quarters, it may be time to move them out. “I’d rather have an empty seat on my team than an empty suit,” he Klymshyn said.