- January 13, 2016
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
When our son was just beginning to speak and we did something that he really enjoyed, he would say, “Again! Again!”
Two years ago, I wrote about a sales selection experiment with a group of college kids and the results were so much fun to read that when they repeated the exercise this year, my first reaction was, “Again!” I think you’re going to really enjoy the conclusions from this year’s class!
First, you’ll need the back story and results from the first go around and don’t worry – it was an extremely short article!
Now that you are familiar with the premise and the first set of results, we must ask whether or not the results will be similar, the same or completely different. The setup was the same – 5 teams – organized by their scores, and they set out to sell overpriced encyclopedias to homeowners in upscale neighborhoods. Here are my conclusions from this year:
The students with the highest scores for Commitment to Sales Success sold five times more books than the students with the lowest scores for Commitment. Once again we see why Commitment is the most important finding.
The team with the highest scores for Desire for Sales Success had both the best win rate and the most wins, but also had the fewest door knocks. While strong Desire is always a requirement, Desire alone is not enough!
The two teams with the lowest scores for Desire for Sales Success and the lowest Sales DNA / Sales Quotient tied for the lowest win rate and fewest books sold.
The student who had the highest combined scores for Desire and Commitment had the highest win rate and the most books sold.
The five students with the lowest scores for Commitment and the most doors knocked had a combined win rate of 0. Did they lie about the number of doors they knocked on or simply knock and fail to do what was required after that?
The seven students, or 28%, with the highest combination of Desire and Commitment closed 19 of the 32 sales.
The three students, or 13%, with the highest combination of Sales DNA and Sales Quotient scores closed 5, or 20%, of the 32 sales.
Neither Sales Quotient nor Sales DNA by themselves are enough. The five who scored highest on each of those scores closed only 6 of the 32 sales. They must be accompanied by Desire and Commitment!
This study also proved that numbers alone aren’t enough to get it done. The ten students who knocked on the most doors closed only 7 of the 32 sales.