Yesterday 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:
- 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.