Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert.
One sales manager indicated that he had a salesperson who wasn't motivated by money but was motivated by providing great customer service and making people happy. I told him that I was certain that he could not possibly be describing his best salesperson and, after a moment of consideration, he completely agreed. I went on to tell him that this person wasn't truly a salesperson, was probably not bringing in new business and probably belonged in customer service. He said he didn't have a customer service department and I told him he did now!
How do you know whether you have the right salespeople in the right roles? Evaluate your sales force and find out.
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