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Salespeople Should be More Like Children



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

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Our son wrote a book today. He illlustrated it too. No big deal? He just turned 7. He loves to read and apparently, he must have felt that there weren't enough new books arriving in his room so he decided to create a Pokeman book to read instead.

I can't wait until he's old enough to sell something because this behavior translates! When there aren't enough new leads coming in he will simply create his own.

Don't you wish all of your salespeople made it that simple?

Don't you wish all of your salespeople understood the urgency of new opportunities?

Don't you wish all of your salespeople would simply generate their own without giving it a second thought?

Don't you wish they would do that without you having to set expectations for them, without having to tell them how many, show them how, remind them, remind them again, tell them you're not happy, remind them again, show them how again, reset expectations, make calls with them, coach them, remind them again, reprimand them, etc.?

Wouldn't it be nice if all of your salespeople simply made it their number one priority to find the opportunities required to keep their pipeline stuffed with quality opportunities?

If they had a stuffed pipeline, would the deals that have been put on hold due to spending freezes be such a huge disappointment? No way. Those delayed deals are only big disappointments when there aren't enough opportunities in the pipeline to make up for them.

It really is simple. It's like the 70's again. Just roll your own.


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

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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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