12 Differences Between Your Salespeople and Sales Candidates

Posted by Dave Kurlan on Wed, Sep 28, 2011 @ 06:09 AM

ComparisonYesterday Jim Sasena and I were reviewing data for a recent subset of the 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:

  1. Sales Candidates - those who had applied for positions at your companies.
  2. Existing salespeople - those who were part of a company-wide sales force evaluation.  
While comparing the two sets of data, Jim saw something we had not previously noticed.
 
Salespeople that already work for you are TWICE AS LIKELY to LACK Commitment than candidates applying for sales positions at your company.
 
What are some of the possible reasons for this discrepancy?  Here are 12:
  1. Your salespeople are complacent
  2. Your salespeople are not truly salespeople
  3. You may have moved some of your people into sales roles
  4. You may have selected the wrong people for the role
  5. Your salespeople are taking the path of least resistance
  6. Your salespeople don't have anything to prove
  7. Your salespeople aren't being held accountable
  8. Your sales management isn't recognizing the signs
  9. The candidates will do anything to prove themselves worthy
  10. The candidates are true salespeople
  11. The candidates are more motivated
  12. The candidates want to work
Feel free to add your own thoughts to the comments below...
 
If you are one of the stubborn leaders who hold on to under performing salespeople, thinking the devil you know is better than the devil you don't, get over it.  As long as you are using OMG's predictive sales candidate assessment, you'll surely hire salespeople who are stronger than those you have in place today.
 

Sixteen of the worlds top sales experts are meeting.  I'll be there.

Get a seat at the table.

More information and panel registration.

Tomorrow we'll discuss the difference between Commitment and strong work ethic.

Topics: Dave Kurlan, sales force evaluation, sales recruiting, sales commitment, sales candidates, sales selection, sales assessments

Subscribe via Email

View All 1,800 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 eight 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

Sales & Marketing Hall of Fame Inductee

MVP2018_badge_winner_SPC

Leaading Sales Consultants 2018

Top Sales Awards 2018 - Individual Blog -  Silver

Top Sales Awards 2018 - Article/Post -  Silver


Top Sales Awards 2018 - Assessment Tool -  Gold

 2016 Top Sales & Marketing Individual Blog - Bronze

Top Sales & Marketing Awards 2015 -  Bronze - Thought Leader

2016 Top Sales & Marketing Podcast - Gold

2016 Top Sales & Marketing Webinar - Gold

Top Sales & Marketing Awards 2015 - Bronze - eBook/White Paper

2018 Top 50 Sales & Marketing Blogs Widget

Dave Kurlan Top 50 Sales Influencer 2015

Sales Pro Insider Blog

Top 50 most innovative sales bloggers

Top100Strategic

Top100SalesInfluencersOnTwitter



Hubspot Top 25 Blogs

 

Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader