I Don't Believe in This Stuff

Posted by Dave Kurlan on Thu, Jun 23, 2005 @ 07:06 AM

The company president said, 'I don't believe in this stuff.' The stuff he referred to was assessing and training, two of the staples of an effective sales development plan. When asked about his effectiveness growing a sales force he thought he was doing quite well. When pushed about the details, quite well deteriorated into the following statistics. In the last 5 years he had hired 20 salespeople and 18 of them failed. It makes you wonder what would have happened if he believed in assessments and training. Surely he couldn't have done any worse! In reality, if was using an effective assessment he probably would have been cautioned against hiring at least 10 of those ghosts (salespeople whose efforts continue to haunt you) if not more. And if he was training, chances are he could have helped the other 8 succeed.

The key though is the assessment. The right one (mine) will accurately predict which salespeople will succeed in your business. It will also flag those issues that require development so that you can work on the likely problem areas before they become problems for the new salesperson. There won't be any perfect salespeople coming along but the good ones are out there. You simply need a way to identify them, develop them and retain them.

(c) Copyright 2005 Objective Management Group, Inc.

Topics: Management, assessment, Lessons

Subscribe via Email

View All 1,850 Articles

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 nine 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

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile

Subscribe 

Receive new articles via email
Subscribe
 to the Blog on your Kindle 

 

 

Most Recent Articles

Awards  

Top 50 Sales & Marketing Blogs 2021

Sales & Marketing Hall of Fame Inductee

2020-07-20_14-45-52


 

2020-Bronze-BlogIndi

MVP2018_badge_winner_SPC

Top 50 most innovative sales bloggers

Top100SalesInfluencersOnTwitter

Hubspot Top 25 Blogs

 

2020_Top20_Web_Large_assessment_eval

2020-Gold-AssessTool

 

Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader