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