Half of All Sales Managers Should Consider...

Guest post by: Dave Kurlan
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Everyone Can Sell. Not Really. Top 10 Reasons Why Not - By Dave Kurlan

After posting this article two weeks ago, showing the percentage of salespeople who are not trainable, who shouldn't be in sales, and who are elite, it was inevitable that I would be asked to post similar statistics for sales managers. While the number of salespeople we have assessed is greater than 400,000, the number for sales managers is closer to 50,000 - still a more than adequate sample size.

(Speaking of sample sizes, I saw a promotion yesterday from a new sales assessment company and all of their claims are based on a sample size of 150 salespeople. And of course, despite their "rigorous", "comprehensive" build, the actual assessment, despite strong marketing claims to the contrary, is based on a non-sales context.) But hey, it's 5 tests in one - that should make up for it's lack of context...

Sales Managers who should not be in sales management.....18%

Sales Managers who are not trainable................................34%

Sales Managers who are elite............................................. 7%

So there are twice as many sales managers in need of redeployment as salespeople, and 10% more sales managers than salespeople who are untrainable (they know it all?). That means 52% of all sales managers, more than half, should consider doing something else - like selling! About the same percentage who qualify as elite. It's such a shame that the percentage of elite is so small, but then again, if it was much bigger, they wouldn't be elite, would they?

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Everyone Can Sell. Not Really. Top 10 Reasons Why Not - By Dave Kurlan

About the Author: Dave Kurlan

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Dave Kurlan is a best-selling author, top-rated speaker and thought leader on sales development. He is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling (Dan Seidman), Stepping Stones (Deepak Chopra and Brian Tracey) and 101 Great Ways to Improve Your Life, Volume 2 (David Riklan).
Click here to visit Dave's website.

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