Your Salespeople Can't Even Do That?

Guest post by: Dave Kurlan
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Everyone Can Sell. Not Really. Top 10 Reasons Why Not - By Dave Kurlan

Yesterday, when meeting with a new client, he expressed his frustration over salespeople having difficulty with voice mail. That's the simple complaint. It's really much more. First the voice mail part: it's not getting calls returned, not getting through, not reaching decision makers. The bigger concern is that the issue is just now surfacing even though the salespeople have been with the company for months now. The biggest concern is that the VP/Sales Manager should have known about and solved this problem the first week it was an issue - months ago - right after the salespeople began with the company.

Wow you say?

This is more typical than you can imagine. Salespeople, struggling with sales 101 type issues, don't let anyone know for fear that they would be perceived as inept, which, it turns out they are. And sales managers, not effective enough at coaching and accountability to determine where the bottle necks are and not skilled enough on strategy or tactics to fix them.

This is the real world of 14 million US salespeople and sales managers.

What are some of the fundamental issues your salespeople are having?

As you begin making your list - actually giving it purposeful mental recognition - you will realize just how unacceptable these issues are. But what will you do about it?

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Free PDF Download
Everyone Can Sell. Not Really. Top 10 Reasons Why Not - 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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