The CEO Who Needed to Hire Salespeople
The CEO Who Needed to Hire Salespeople
* They hadn't yet figured out the best way to find and close business - they only closed 8 deals last year, up from 4 the year before.
* They lacked any formal sales systems or processes.
* They were closing only 1 of 30 opportunities.
* They were selling to people who didn't want or need their service.
* They must sell the "why buy" rather than the "why us?"
The reality of their situation is that before they can recruit salespeople and expect them to succeed, they must first succeed themselves so that they can share their proven, time-tested, repeatable model with new salespeople. Today they are selling by the seat of their pants and they aren't very good at it. You simply can't bring new salespeople into an environment like that and expect them to succeed.
Do you want to hire some horses? Don't take the horse before the cart.
The CEO Who Needed to Hire Salespeople - To learn more about this author, visit Dave Kurlan's Website.
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Yesterday I spoke with a CEO who asked for some help recruiting salespeople. It seems that the salespeople they had previously hired had failed. As I learned more about their business, a few things became obvious to me:
* They hadn't yet figured out the best way to find and close business - they only closed 8 deals last year, up from 4 the year before.
* They lacked any formal sales systems or processes.
* They were closing only 1 of 30 opportunities.
* They were selling to people who didn't want or need their service.
* They must sell the "why buy" rather than the "why us?"
The reality of their situation is that before they can recruit salespeople and expect them to succeed, they must first succeed themselves so that they can share their proven, time-tested, repeatable model with new salespeople. Today they are selling by the seat of their pants and they aren't very good at it. You simply can't bring new salespeople into an environment like that and expect them to succeed.
Do you want to hire some horses? Don't take the horse before the cart.
The CEO Who Needed to Hire Salespeople - 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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