Does Being a Strong Qualifier Correlate to Having a Strong Pipeline?

Posted by Dave Kurlan on Tue, Aug 07, 2018 @ 09:08 AM

qualify

My latest data mining project reveals that the answer to this question is a partial correlation.  

Check out the two tables below and you'll see just what I mean.

All of the data in this article comes from Objective Management Group's (OMG) evaluations and assessments of nearly 1.8 million salespeople.  See the data yourself in all 21 Sales Core Competencies and find out how your team compares by industry, region and more.

The first table shows the percentage of salespeople that have the Qualifier competency as a strength.  Look at the difference between elite salespeople where 93% have it as a strength versus weak salespeople where only 9% have it as a strength.  Also notice that the all of the scores in the table correlate to Sales Percentile.  The correlation ends there.  Strong and elite salespeople who are strong at the Qualifier competency are also strong at the Value Selling competency and have strong pipelines.  However, the 9% of weak salespeople who are strong at qualifying do not have strong pipeline quality and are not strong at selling value.

correlation-qualifier-to-pipeline

The second table has the same three competencies but it's framed based on those with strong pipeline quality.  Once again we see a partial correlation between pipeline quality, qualifier and value selling.  Most elite and strong salespeople who have strong pipeline quality are also strong at qualifying and selling value.  However, most weak salespeople who have strong pipeline quality are not strong in the qualifier or value selling competencies.

correlation-pipeline-to-qualifier

My takeaway from this is that when weak salespeople have strong pipeline quality, it's not because of them, it's because of the circumstances they find themselves in.  They likely stumbled upon the good opportunities, prospects shared more information than normal, and the opportunity moved to a late stage.

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Topics: sales pipeline, qualifying, selling value, Dave Kurlan

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About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog earned a medal for the Top Sales & Marketing Blog award for six consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016 and this one for 2017. Read more about Dave.

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