Dave Kurlan is a top-rated keynote speaker, best-selling author, sales thought leader and expert on all things sales and selling.
So you have your sales force evaluated and in addition to learning why you are getting the results you are getting, and what you can do to significantly improve those results, you are suprised by some of the individual findings on some of your salespeople. One of the findings that generates the most push-back is Lack of Commitment to sales success.
We could hear any of the following comments as push-back to this finding:
- our best salesperson,
- nobody tries harder,
- works longer hours than anyone,
- been here for years,
- landed our biggest customer,
- an up-and-comer, and/or
- we really like her.
One such example of this occurred last fall, when after a sales force evaluation, one rep’s results showed that she lacked commitment. Their sales manager spoke with her and was cautious, but optimistic that she was committed. A month or so later, he spoke with her a second time, pointed out a few concerns of his, and after listening to her responses, came away from the meeting feeling more optimistic, but still cautious.
Today the sales manager – a terrific guy and very effective sales manager – sent me a note saying that this rep is getting married and leaving the company and sales to spend more time working in her church ministry.
Sometimes, it takes several months to see what we only can measure, but it always shows up sooner or later.
That’s the danger in moving forward with salespeople who lack commitment. The proof might not be as dramatic as in the example above, but there will always be proof, like:
- lack of improvement from training,
- lack of improvement from coaching,
- inability to change their thinking,
- inability to change their behaviors,
- inability to embrace a new sales process,
- inability to embrace a new sales methodology,
- inability to embrace a company’s new policies,
- inability to become engaged in a company’s new culture, and/or
- many more.
The simple answer is that employers fall in love – not in a romantic way as much as a hopeful way – with the wrong candidates all the time. Sometimes they fall in love because of their:
- sense of humor,
- book of business,
- previous employers, and/or
- good looks.
This is Dave saying over and out.
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