sales under achievement
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Can the Worst Salespeople be Saved?
- March 25, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Recently, I was asked to explain what a company can do with the bottom 74% that I write about so frequently. It’s a great question…and I will share several examples…Depending on the size of your sales force, the relative effectiveness of your sales coaching, the degree to which you embrace sales best practices, and your track record at selecting and hiring only A players, your sales force might not have a top 6%, next 20% and bottom 74%. Nope. It could be better – or worse. Your sales force might have salespeople that are all in the top 26% or all of your salespeople might belong to the bottom 74%. What’s interesting is how that plays out.
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A Hidden Weakness that Makes Salespeople Procrastinate
- May 15, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Yesterday, I was on three separate calls with sales managers whose salespeople needed to fill their pipelines, but hadn’t. They needed those salespeople to schedule meetings, but they weren’t doing it. They needed those salespeople to make calls, but they wouldn’t make them. They needed to get those salespeople moving, but those salespeople were stuck.
For the salespeople, it was their own doing. Self-imposed. And they knew it!
Would you like to know which mysterious, hidden weakness was holding them hostage, preventing them from taking the action they knew was crucial to their success?
