Tweet

The Sales Force with Over Achievers Who Don't

Written by: Dave Kurlan

Article Overview: I think that many CEO's are in denial. Despite the struggles of their sales force, they continue to look at the pipeline and say to themselves, we'll be okay as soon as these deals close. But the deals aren't closing and with each passing day companies are less okay then they were the day before.

The Sales Force with Over Achievers Who Don't

Huh?

That's right. Today I heard about a CEO who told one of my colleagues that all of his salespeople over achieve. In the same phone conversation he mentioned that sales are down 20%. Can you imagine where sales would be if his salespeople under achieved?

I think that many CEO's are in a time warp.

Despite the struggles of their sales force in this economy, they still view the sales force as they remember them when times were good.

The problem with this is that even the good times did not accurately define these salespeople. Salespeople who succeed when times are good but struggle when times get tough are not over achievers. They are mediocre salespeople who simply don't get in their own way. Over achievers find ways to succeed in all conditions, good and bad.

I think that many CEO's are in denial.

Despite the struggles of their sales force, they continue to look at the pipeline and say to themselves, we'll be okay as soon as these deals close. But the deals aren't closing and with each passing day companies are less okay then they were the day before.

I think that many CEO's are scared shitless (the only truly accurate word I could type there).

Because of the struggles of their sales force, they look at the numbers, down 90%, down 75%, down 50%, down 25% and wonder how they can turn it around. It can be turned around but they have to be proactive, not reactive. They have to be aggressive, not passive. They have to work on the right end of the problem - revenue - not just costs.

Truth is, our data shows that only 6% of all salespeople over achieve. And another 20% can become over achievers. Who do you want on your sales force and what are you willing to do to develop them or recruit them?

Related Articles
  Top 10 Differences Between Sales Winners and Losers
  What is the best way to develop my sales skills?
  Profitable Online Business Ideas and the Recession Part 2
  Know your magic numbers
  Contribution

Article Tags: accurate word, achievers, ceo, colleagues, denial, economy, good times, phone conversation, pipeline, salespeople, struggle, time warp, truth



Related Forum Posts
Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
Re: How to Promote a MLM Business? - In MLM a lot of it is hype. I know you like your product but you have to get people in like a circus does. Draw people in with attraction. Depending on your budget you should setup a tent in the parking lot of a mall/grocery store(with their permission or rent the space) and cook-out hotdogs and hamburgers, have a clown doing magic for the kids, make a nice presentation on projection screen. Show your prospects that you are larger than life. Sales is 90% attitude and 10% aptitude. With MLM it is usually simple to understand so make it so simple they cant resist. They should feel dumb if they dont sign-up on the spot. When you have a crowd it is like a feeding frenzy. They will sign-up just because other people are...especially if you have a relatively cheap MLM. You are not going to make any sales if your product in MLM is over $200. I know this part is self promotion but get a wireless credit card machine so you can take payment right on the spot. Dont give them any reason to leave without buying/signing up.
Re: How to Promote Your Blog – The Definitive Guide to Promoting - Great Post! Dont forget to put your blog in Anchor Text For SEO purposes for the keywords you want when getting backlinks (for example with article marketing)...Very important. You can conquer quite a few small Niches and get your site on the number 1 spot in Google!
Re: Due Diligence, Market Research.. Ahead of the curve. - Congrats! A few months ago I wrote extensively on market research. Check in the Inventors corner for the posts. Let me know if I can help further! Dont spend a dime on a protype or advertising until you do some research! Jude


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Tweet

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Four Reasons Why Entrepreneurs Should Blog

A New Year in the Pharmaceutical Industry

Think Time

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.