- September 3, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Do salespeople report up to you? Do you get frustrated with half to three quarters of them?
Is it a good day when a new opportunity is added to the pipeline? Is it a better day when they close a new piece of business? Do you wish you could double or triple the amount of activity, number of opportunities and deals that close?
Are they generally good people and you feel like they don’t deserve to be terminated? Do you like them too much to give them an ultimatum?
When you try to coach them, do you get frustrated because they say they understand but when they talk with a prospect or customer they don’t do what you coached them to do?
Do you think it’s you?
Have you resigned yourself to the fact that they aren’t going to improve? When you look at it objectively, are they helping your competition more than they are helping you and your company?
You’re not crazy and it’s not you – at least it’s not your fault that you haven’t been able to fix them. The data from Objective Management Group proves that from the 1,894,193 salespeople that have been assessed and/or evaluated in 21 Sales Core Competencies, 50% of them just plain suck and another 25% are merely serviceable. In other words, it’s exactly what you probably have on your sales force today.
One of the reasons your salespeople can’t do the things you ask and suggest is their Sales DNA. If it’s weak, and it probably is, there can be as many as six major weaknesses that prevent them from executing sales process, methodology, strategy and tactics. That makes it nearly impossible for sales managers who don’t know or understand the role of Sales DNA to coach up their salespeople.
You might be one of the sales managers or sales leaders who fall into the 93% that don’t coach enough and don’t coach as effectively as required. Since you’re in the majority, there’s nothing to feel bad about. You simply haven’t been shown how to make coaching salespeople a magical experience. But it doesn’t have to be that way. There is help available and I would like to personally invite you to attend the magical two-day event that will change everything, show you how to fix your salespeople, change your life and increase your earnings.
Attending this program will get you a 28% increase in sales – quickly and easily – by applying what we teach and demonstrate. We will show you the magic ingredients to effectively coach your salespeople each day. What would a 28% increase in revenue mean for your budget, earnings and career? Watch this video.
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