When his boss couldn't understand why Fred wasn't performing, we performed a sales force evaluation and among the things we focused in on was Fred.
Fred's Sales DNA was generally quite good but when it came to his selling skills, there were a few problems that explained everything.
- ALL of his skills were top of the funnel skills - in other words, he could prospect and find opportunities but he did not have any skills to gain traction, move the opportunity forward, and get the opportunity closed.
- He was not suitable for working independently. He needed to be part of a team.
- He was not a self-starter. He needed a daily prod from a sales manager.