New Data Reveals Interesting Differences in Salespeople's Ability to Work From Home

Posted by Dave Kurlan on Thu, Jun 25, 2020 @ 10:06 AM

remote-worker

You wake up, the sky is blue, the sun is shining, you open the door and it's freezing cold outside.  Or there is the opposite of that, when there are thick clouds, it's drizzling, you open the door and it's hot and humid as hell!  Things aren't always what they appear to be.   

In early April, during the earlier stages of the virus-required lockdown, I wrote this article about some of the remote selling challenges that companies were experiencing.  Since then, things have improved, especially around the use of video.

However, things are far from perfect, especially around how suitable salespeople are for working from home.  John Pattison, COO of Objective Management Group (OMG), dug into OMG's remote seller data, and learned that similar to the weather, things aren't always what they appear to be.  The table below shows how this data changes according to sales experience.

Remote-Suitability-by-Years-1

As you can see, those with 20-24 years of experience are 32% more suitable for working from home in a sales role than those with 0-3 years of experience.  There are two possible reasons for this:

  1. Inexperienced salespeople need more direction and guidance and don't get it when they are working at home.
  2. Inexperienced salespeople are millennials and aren't as responsible as older and wiser salespeople.

Of course, the real reason may have nothing to do with experience or age, but more to do with the two most important things we measure for remote sellers:

  1. Ability to self-start
  2. Ability to work independently

However, even that can be called into question when we look at the data by geography.  While the differences aren't significant, there are variations by country.

For example, salespeople in North America are 35% more suitable for selling from home than salespeople in northern Europe (think Sweden, Denmark, Norway), !  How do you explain that?  Coincidence?  Hours of daylight in the summer can't keep them out of their swimming pools and off the golf courses?  

In the end, the score matters little but we absolutely must know the score.  Sales managers are the difference-makers when it comes to selling remotely.  If they are proactive and closely manage salespeople who aren't well-suited for it, those salespeople can still succeed working from home.

You should be hiring salespeople right now.  Job postings are getting 400 applications right now!  To find out whether your candidates can sell remotely and whether they will succeed in the role you are filling, use OMG's highly accurate, customizable and predictive sales-specific candidate assessment to help you select your ideal candidates.

Finally, OMG measures salespeople in 21 Sales Core Competencies.  See the competencies and the data here.

Image Copyright 123RF

Topics: Dave Kurlan, sales competenices, sales best practices, sales hiring assessment, remote selling

Subscribe via Email

View All 1,800 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog has earned medals for the Top Sales & Marketing Blog award for eight consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile

Subscribe 

Receive new articles via email
Subscribe
 to the Blog on your Kindle 

 

 

Most Recent Articles

Awards

Vendor Neutral Certified 100 SalesTech Vendor Objective Management Group

Sales & Marketing Hall of Fame Inductee


MVP2018_badge_winner_SPC

Leaading Sales Consultants 2018

2019-Silver-BlogIndi
9 Consecutive Years!

Top Sales Awards 2018 - Article/Post -  Silver


2019-Gold-AssessTool
9 Consecutive Years!

Top Sales & Marketing Awards 2015 -  Bronze - Thought Leader

2016 Top Sales & Marketing Podcast - Gold

2016 Top Sales & Marketing Webinar - Gold

Top Sales & Marketing Awards 2015 - Bronze - eBook/White Paper

Dave Kurlan Top 50 Sales Influencer 2015

Sales Pro Insider Blog

Top 50 most innovative sales bloggers

Top100Strategic

Top100SalesInfluencersOnTwitter



Hubspot Top 25 Blogs

 

Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader