Hire the Best Salespeople on the Planet
Hire the Best Salespeople on the Planet
Hire the Best Salespeople on the Planet - To learn more about this author, visit Dave Kurlan's Website.
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Several months ago Objective Management Group began to identify hirable candidates that are ideal - they will ramp-up more quickly than a normal hirable candidate. A normal candidate should ramp up according to this formula I devised many years ago:
Normal Ramp Up = Length of Sales Cycle + Length of Learning Curve + 30 Days.
So an ideal candidate's ramp up time would be shortened in proportion to their score on a finding we call the Figure it Out Factor.
I thought it might be time to look at the data and see what it turns up.
To date, exactly 6% of the candidates for non entry level positions have been ideal.
Last month we began to identify hirable candidates that are perfect - they will perform in the top 6% of the North American sales population. In a few months, I'll look at the data for that and report back to you.
Keep in mind that, as reported in my book, Baseline Selling, our data shows that there is a small group of elite salespeople that performs at a significantly higher level than all the rest. The size of this group is.....6%.
What would you do if you could be patient enough to wait for only ideal or perfect candidates and you knew, without a doubt, that they would be among the elite? how many would you hire?
Hire the Best Salespeople on the Planet - To learn more about this author, visit Dave Kurlan's Website.
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Dave KurlanDave Kurlan 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 and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Understanding the Sales Force - Objective Management Group, Inc. is the pioneer and industry leader in sales force evaluations and sales candidate screening. Spearheaded by leading sales industry expert, Dave Kurlan, Objective Management Group, Inc. can help you measure sales effectiveness, execution and potential.
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