If Your Salespeople Can't Prospect They Will Be Marginalized

Posted by Dave Kurlan on Wed, Mar 31, 2010 @ 23:03 PM

That's according to Ken Edmundson, my guest on yesterday's edition of Meet the Sales Experts.

He said that business as we see it today is the new normal and that for most companies, taking business away from the competition is the only avenue for rebuilding sales and growth.

Ken said that 80% of all the new business created by professional salespeople takes an average of 18 months to create! 

He said that 75% of the salespeople he trains had made only 4 attempts over 4 months before giving up.

And he said that 21% will hang in there - they're rejection proof and resiliant - but they become pests that prospects won't want to speak to.

The remaining 4% - looks pretty close to my elite 6% - do it right.

Speaking of the elite, here's something you and your salespeople might be interested in.

It's the World's Greatest Salesperson Contest and to enter you just submit a video, via YouTube, of you are selling a Red Brick! Follow that link for contest premise and details.

Click here to Listen to the Radio Show.  Click here to contact Ken.

Topics: Dave Kurlan, Sales Force, sales contest, ken edmundson, sales prospecting

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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.

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