The Sales Force with Over Achievers Who Don't
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Free PDF Download Salespeople Must Stop Snorkeling and Start Scuba Diving - By Dave Kurlan |
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?
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Free PDF Download Salespeople Must Stop Snorkeling and Start Scuba Diving - 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. Predict Sales Turnover Visual Pipeline Salesperson Selection |
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