|
|
Like this article? PLEASE +1 it! |  |
|
Every Sales Assessment Tells a Story - This is Fred's
| Guest post by: Dave Kurlan |
Article Overview: Our assessments allow us to see the story behind every over and under performer you have on your sales team.
 |
Free Download - Sales Courage and Resilience By Dave Kurlan |
Every Sales Assessment Tells a Story - This is Fred's
Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert.
When his boss couldn't understand why Fred wasn't performing, we performed asales force evaluationand among the things we focused in on was Fred.
Fred's Sales DNA was generally quite good but when it came to his selling skills, there were a few problems that explained everything.
- ALL of his skills were top of the funnel skills - in other words, he could prospect and find opportunities but he did not have any skills togain traction, move the opportunity forward, and get the opportunity closed.
- He was not suitable for working independently. He needed to be part of a team.
- He was not a self-starter. He needed a daily prod from a sales manager.
So while the original question was "How come?", the new question is "Is there any hope?"
In Fred's case, the skills can be developed through the appropriate training, the problem with self-starting can be solved with some pro-active sales management - twice daily accountability calls - and the working independently problem can be solved with joint sales calls.
That's Fred's story.
Would you like to hear my story? Recently I was interviewed by Aaron Ross, for hisPredictable Revenue Blog. This was a little different from most of the interviews of me because we strayed from sales and covered music and fatherhood too. Click here for the interview.
What's the story behind your non-performers?
Related Articles
Case History - How Not to Hire Salespeople
When Salespeople Perform Poorly on OMG's Sales Assessment
Recruiters Fear Sales Assessments
Many Recruiters Fear Sales Assessments
180 and 360 Degree Assessments for the Sales Force
How To Use Assessment Centers To Your Business Advantage
Half of All Sales Managers Should Consider...
More Than Half of All Sales Managers Should Consider...
Copyrighting
Stupid Choices in the Selection of Sales Assessments
Why PR Is The Most Effective Branding & Marketing Tool
Personality Assessments for Sales - The Definitive Case Study
The Lead Generation Assessment
The Very Necessary Needs Assessment
Sales Assessment Comparison - Objective Management Group vs. Devine
100 Ways to Succeed #104
Employee Testing and Assessments
Right Salespeople in the Right Roles and the Right Seats
What Sales Leaders Don't Know about Ego and Empathy
An Integrated Training Assessment Program
Article Tags: how to manage salespeople, sales team, sales team members
|
About the Author: Dave Kurlan RSS for Dave's articles - Visit Dave's website Click here to visit Dave's website   Salesperson Selection Visual Pipeline Predict Sales Turnover |
Related Forum Posts
Re: looking for partner
- Partnerships in business can be tricky. Most partnerships fail. Here are a few points to ponder before starting a partnership:
- Should have common goal and vision
- Level of commitment in business
- Expectations from business and each other.
- Good sense of self-worth
- Financial Position – Have a good experience in related business with strong financial standing
I suggest you to go on Google type “Partnership Assessment form” and Partnership Assessment Tool” You find some good results. Further apart from this forum look into on social media and business sites.
Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
My reading log
- Hi OmnivoreInk,
Before starting my business, I read the following books as research:
-"The Art of the Start" by Guy Kawasaki
-"The AdSense Code" by Joel Comm
-"Don't Think Pink" and "Mind Your X's and Y's" by Lisa Johnson
And since then I've continued my "research" by reading (in this order):
-"Technical Tennis" by Rod Cross
-"For One More Day" by Mitch Albom
-"The Twits" by Roald Dahl
-"Little Black Book of Connections" by Jeffrey Gitomer
-"The Secret" by Rhonda Byrne
-"The Profitable Retailer" by Doug Fleener
-"Blink" by Malcolm Gladwell
-"Little Gold Book of YES! Attitude" by Jeffrey Gitomer
-"The Chronicles of Narnia: Prince Caspian" by C.S. Lewis
-"Little Green Book of Getting Your Way" by Jeffrey Gitomer
-"Harry Potter and the Deathly Hallows" by J.K. Rowling
And I'm currently reading and am in the process of finishing the following:
-"There's No Such Thing as Public Speaking" by Jeanette and Roy Henderson
-"The Tipping Point" by Malcolm Gladwell
-"The Book of Tells" by Peter Collett
-"Little Red Book of Sales Answers" by Jeffrey Gitomer
-"Chocolates on the Pillow Aren't Enough: Reinventing The Customer Experience" by Jonathan M. Tisch
-"The Artist's Way: A Spiritual Path to Higher Creativity" by Julia Cameron
-"The Inner Game of Tennis" by Timothy Gallwey
Hello From Marietta GA!
- Hello All!
My name is Tim Naylor and I am in Direct Sales! I am glad I have found EC's sites and I hope to learn and share a lot!
Share this article with your friends. Fund someone's dream.
Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
Featured Article
by: 
Best Automated Forex Trading Strategy
Build Your List with Joint Venture Giveaway Events
May 2012 Top 100 Social Media Experts to Follow on Twitter
What to measure to be phenomenally successful in business
10 mistakes of media relations
Newsletter
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
Suggestions
Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.
Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.