If Your Salespeople Can't Prospect They Will be Marginalized

Guest post by: Dave Kurlan
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Personality Tests, Sales Candidate Selection - How Tests Measure Up - By Dave Kurlan

That's according to Ken Edmundson, my guest on yesterday's edition of Meet the Sales Experts. He said that business as we see it today is the new normal and that for most companies, taking business away from the competition is the only avenue for rebuilding sales and growth.

Ken said that 80% of all the new business created by professional salespeople takes an average of 18 months to create!

He said that 75% of the salespeople he trains had made only 4 attempts over 4 months before giving up.

And he said that 21% will hang in there - they're rejection proof and resiliant - but they become pests that prospects won't want to speak to.

The remaining 4% - looks pretty close to my elite 6% - do it right.

Speaking of the elite, here's something you and your salespeople might be interested in.

It's the World's Greatest Salesperson Contest and to enter you just submit a video, via YouTube, of you are selling a Red Brick! Follow that link for contest premise and details.

Click here to Listen to the Radio Show. Click here to contact Ken.

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Personality Tests, Sales Candidate Selection - How Tests Measure Up - By Dave Kurlan

About the Author: Dave Kurlan

RSS for Dave's articles - Visit Dave's website
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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If Your Salespeople Can't Prospect They Will be Marginalized

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