Lousy Salespeople and Great Salespeople - Line Item or Investment?

Posted by Dave Kurlan on Mon, Apr 26, 2010 @ 08:04 AM

Lousy salespeople are a line item but great salespeople are an investment.  It's actually much worse than that. The line item on your lousy salespeople is only a fraction of what they really cost. Don't believe me?  Then answer these three questions:

  1. Do you have any sales ghosts?  A Sales Ghost is any salesperson who failed or under-achieved, is no longer with you, but continues to haunt you.   
  2. How much have your sales ghosts cost you? Take just 2 minutes, complete our simple Sales Ghosts Calculator, return to this article, and post your number as a comment.  Then we'll all see just how much the average has changed in the last couple of years.  
Great salespeople are more than an investment.  They are a great investment.  Where else can you invest $100,000 and get a short-term return of 10:1, 20:1 or 30:1?  And, when you're investing in great salespeople, there is relatively little risk.  Why?  Every salesperson brings you something!  Even a great salesperson who fails will manage to find enough business to cover the costs...

I wrote an article for the AlisterPaine.com Blog called How to Predict and Prevent Sales Turnover.  It's different from the articles I've posted here in the past month on that topic because it has a case history, and discusses all of the reasons why new salespeople fail, as well as the conditions that you must have in place for them to succeed.

How many of those things are you doing right?
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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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