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Dave Kurlan on Understanding the Sales Force

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They Couldn't All Be Bad

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I spoke with a manager who was attempting to solve a huge turnover problem - more than 100% annually. While our sales specific pre-employment assessment will be a huge help, redesigning their recruiting process will help even more. My biggest concern is whether their team of sales managers are capable of developing and retaining quality salespeople. As I was told on the phone: 'We hired thousands of salespeople. They couldn't all be bad, could they?'

Sounds to me like they ought to scrap the sales recruiting effort and hire a new team of sales managers!

(c) Copyright 2005 Objective Management Group, Inc.

Posted by Dave Kurlan on Wed, Jul 20, 2005 @ 10:48 PM

COMMENTS

I know you know . . . the manager may well be the problem. This is a top down mess.

posted on Thursday, September 14, 2006 at 11:03 AM by <span class='anon-comment-author'>Mike eagan</span>


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posted on Thursday, September 14, 2006 at 11:03 AM by Anonymous


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posted on Thursday, September 14, 2006 at 11:03 AM by <a href='http://www.little-of-everything.com/catalog' rel='nofollow'>catalog</a>


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