Definitive Playbook to Lead a Sales Force Out of the Current Crisis

Posted by Dave Kurlan on Wed, May 20, 2020 @ 10:05 AM

playbook

You might be aware that I'm leading a one-hour, live broadcast tomorrow (Thursday May 21) on How to Get Your Company's Sales Engine Roaring Again.  

Why This Particular Event? 

There is a ton of misinformation out there.  Much of it is written by people with an agenda, with a piece of technology to solve your problems, with a solution that will remove you from your money but not fix the sales problem.  Much of it is put out there by people with no clue as to what really needs to be done, what the challenges will be going forward, and how to address those challenges head on.  Most of these people have not had to lead sales organizations out of recessions and depressions before.  There is a revenue gap to be filled and your momentum was effectively stopped in the same way your car would be stopped by hitting a brick wall at 30 mph.  You might not be dead, but you aren't in the same condition you were a minute prior to impact!

The challenges aren't solved by technology because they are all people problems:

  • The challenge with the sales organization as a whole - what changes must be made to align with our new normal?
  • The challenge that sales leaders present to CEOs - what should sales leaders be doing right now that will impact revenue?
  • The challenge that sales managers present to sales leaders - what should sales managers be doing right now that will impact revenue?
  • The challenge that salespeople present to sales managers - what should salespeople be doing right now that will impact revenue?
  • The challenge that customers and prospects will present to salespeople - what sort of conversations should salespeople be having right now that will impact revenue?

Why Are We Charging $199 for it?

There are two primary reasons:

  1. A free webinar will make it no different, no better, no more unique than all of the free podcasts, webinars and videos that are circulating and being offered.
  2. This will truly be different.  It's not a teaser for something you need to pay for.  It's not a session with regurgitated information.  It's not a session where you don't get actionable, useful, timely steps.  I will provide the following and it's risk free - if you don't get value we'll give you a refund!

Slide 12

Why Should You Attend?

If you're a salesperson or a sales manager, you probably shouldn't.  But you should make sure that your senior sales leader and CXOs do attend.

If you're a sales leader or a CXO you can't guess what your next steps must be.  I'll provide an actionable playbook that you can put into action tomorrow!

--> Register <--

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Topics: Dave Kurlan, Sales Force, economic crisis, sales playbook, recovery

One Thing Your Company Must Do Right Now to Increase Sales

Posted by Dave Kurlan on Wed, May 13, 2020 @ 12:05 PM

cherry-picking

Most in the cherry-picking news media are continuing to pound us with bad stuff: record unemployment, 80,000 dead, lockdowns into August, 30 trillion in debt, economy will be slow to recover, you'll be jailed if you open your business too soon, schools to remain closed in September, people will die, etc.  But there is good stuff going on that they aren't talking about because, for the most part, the media doesn't care about sharing the good stuff.  It's bad for ratings.   

For example, since the 30 million who temporarily lost their jobs are receiving unemployment at more than 100% of what they were earning before, they aren't facing the hardship the media would lead you to believe and the money is there for a reboot when it comes.  But the really good news is for companies that are able to hire salespeople.  Consider this!

Do you have cash on hand?  Do you have access to cash?  Money is almost free right now so don't discount traditional borrowing!  If you can invest some money, now is definitely the time to hire salespeople.  Whether you want to expand your geographical coverage, the verticals you call on, the audience you sell to, the products you offer, want more saturation in your existing space, or want to upgrade the quality and performance of your existing sales force, THERE WILL NEVER BE A BETTER TIME TO HIRE SALESPEOPLE.  EVER.

Consider the following statistics from Objective Management Group (OMG), who have assessed 1,972,665 salespeople.HIRING-PANDEMIC

You are looking at historical shifts in statistics!

If you can find a way to spend the money now (cost of tools and 3-months salary), and you use OMG'S predictive sales candidate assessment, you will see some incredible swings:

Your sales candidate pool will increase in size by 600.  Yes.  They are out there!

The number of sales candidates completing their sales candidate assessments will increase by 958% because it is an employer's market.  Just three months ago it was a candidate's market.

The overall assessment recommendation rate will decrease by 45% because there are a lot of crappy salespeople out there right now. Also, you will be able to raise the bar on the minimum requirements for a recommendation because there are a lot of good salespeople out there too.

Because of all the available sales talent right now, you will be able to identify and hire your salespeople 450% more quickly.

While the fixed cost for a sales candidate assessment license remains the same, the relative cost per assessment decreases by 958% and your annual compensation drops by 11% due to supply and demand.

Even if the market you sell to is sluggish right now, that won't be the case by the end of the summer.  Don't wait until then to hire!  Everything will shift again by Labor Day.  Both supply and quality of available sales talent will decrease as demand increases, the time to hire will increase, and the time to onboard your new salespeople will take longer as well.  DO. THIS. NOW.

Your current and new salespeople will face unprecedented challenges in the form of delayed closings, resistance to being sold anything at all, and resistance to spending more money than anyone has to.  This resistance will come in the form of stalls, put-offs, objections, excuses and sob stories.  Your current and new salespeople must have the skills to differentiate, take a consultative approach and sell value if you are to have any chance of maintaining your margins.  If your salespeople move forward armed with only the limited skills they had prior to the pandemic, your win rate and margins will be crushed.  YOU MUST EVALUATE YOUR EXISTING SALES FORCE, DETERMINE HOW BIG THE SKILLS GAPS ARE, AND PROVIDE THIS CRUCIAL SKILLS TRAINING NOW.  If you wait, you will find yourself fighting to survive from the back of the pack.

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Topics: sales assessment, Dave Kurlan, grow sales, recruiting salespeople, hiring salespeople, sales test, personality test, recovery

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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.

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