Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert.
One of your weakest salespeople, struggling for the better part of his first year, finally closes a sale. Not only that, it's to a huge, global, well-known company. That's the good news. The bad news is that he way undersold them. He should have sold them a needs and budget appropriate service for about $60,000 but instead, he sold them the least expensive version of that service for $5,000.
Do you get excited that he finally broke through and sold something to a highly leveragable account? Or do you become even more frustrated knowing that he failed to hold his ground and didn't sell them what they really needed, caving in to sell them what they wanted. I know. He's supposed to sell them what they want. But he's also supposed to get them to want what they truly need.
If you're his manager, what do you do? Can you guess which weaknesses he has? Come on now. Those who have been reading this for two years should be able to name at least three weaknesses that are absolutely ruling this guy. What are they?
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