- June 8, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Here’s a good one. One large company rejected our sales candidate assessment because…..it’s too accurate. That’s right. It’s accuracy would eliminate a significant percentage of candidates and, with their faulty thinking, prevent sales managers from meeting their quota for sales recruits. Yes, that means they will be happier with 15 mediocre bodies than 10 superstars. Despite statistics that prove10 superstars will always outsell 15 wannabes, they’d prefer the wannabes. After all, it preserves the 85% turnover and what would all their managers, HR professionals and trainers do if they suddenly hired quality people who would stick around? They’d have to find new jobs!
Can’t we allow common sense to prevail over politics, status quo, history, failure and pig-headedness.