Yesterday Jim Sasena and I were reviewing data for a recent subset of the 500,000 plus salespeople that Objective Management Group has assessed. We were analyzing the distribution of the Commitment finding when Jim decided to separate the findings into two groups:
- Sales Candidates - those who had applied for positions at your companies.
- Existing salespeople - those who were part of a company-wide sales force evaluation.
- Your salespeople are complacent
- Your salespeople are not truly salespeople
- You may have moved some of your people into sales roles
- You may have selected the wrong people for the role
- Your salespeople are taking the path of least resistance
- Your salespeople don't have anything to prove
- Your salespeople aren't being held accountable
- Your sales management isn't recognizing the signs
- The candidates will do anything to prove themselves worthy
- The candidates are true salespeople
- The candidates are more motivated
- The candidates want to work
Sixteen of the worlds top sales experts are meeting. I'll be there.
Get a seat at the table.
Tomorrow we'll discuss the difference between Commitment and strong work ethic.