Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert.
This post on the Blog at IDC said the the number one agenda item for CEO's in 2008 is sales. With a weakening, uncertain economy, that shouldn't really surprise anyone but thanks to the researchers at IDC, now we can confirm it. With CEO's now beginning to worry about the top line in addition to their existing concerns about the bottom line, I predict that we'll see a lot of fringe, underachieving, complacent, overpaid (paid as salespeople but actually performing work of an account manager) salespeople losing their jobs this year.
The question is, are those descriptions conditions or symptoms? The very reason to evaluate the sales force is to learn the difference between those salespeople who are exhibiting symptoms (are there reasons why and what are they?) and those whose conditions are chronic (they won't change or improve). A Sales Force Evaluation will answer those questions and more!
