Sales Assessment Says He's Weak but He Made President's Club

Posted by Dave Kurlan on Thu, Jun 11, 2009 @ 20:06 PM

Yesterday a well meaning Sales Manager, in defense of his salesperson, asked me how a salesperson who made "Club" could possibly assess so poorly.  It's a great question with a dozen or more possible explanations.  Here are some: 

  • One or two big hits - exceptions rather than sustained performance
  • Existing accounts grew
  • Accounts were inherited
  • Had help closing his accounts
  • Been in the industry for a long time and was well known and well respected
  • Owns the biggest accounts
  • Owns the richest territory
  • All renewal business
  • Large portion of call-in business
  • Opportunity knocks - in the right place at the right time
  • Had the opportunities in the pipeline forever and they finally closed
  • Had exceptional marketing support to generate interest and leads

Rather than asking how someone who has achieved success could assess so poorly, what if I asked this tried and true question:  If you take away all of his existing business, customers,  sales manager, leads, call-ins and pipeline, and told him he had six months to go out and find and close 50% of a year's quota, how would he do?

Tomorrow (June 12, 2009) on Meet the Sales Experts my guest will be Bill Murray. Visit Meet the Sales Experts at 12 Noon ET to hear Bill live. 

(c) Copyright 2009 Dave Kurlan

Topics: sales assessment, Dave Kurlan, Salesforce, Sales Force, sales performance, sales evaluation, sales profile, President's Club, sales test

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

Vendor Neutral Certified 100 SalesTech Vendor Objective Management Group

Sales & Marketing Hall of Fame Inductee


MVP2018_badge_winner_SPC

Leaading Sales Consultants 2018

2019-Silver-BlogIndi
9 Consecutive Years!

Top Sales Awards 2018 - Article/Post -  Silver


2019-Gold-AssessTool
9 Consecutive Years!

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

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