Management's Guide to the Top 10 Differences Between Sales Winners and Losers

Posted by Dave Kurlan on Sun, Oct 19, 2008 @ 22:10 PM

Friday I wrote this post and today I wrote this longer article about the Top 10 Differences between Sales Winners and Sales Losers.

This post is the sales management version of the article referenced above.

In that article, I asked sales professionals to rate themselves.

In this article, I'll ask you to rate each of your salespeople using the same scale.  Top producers score 40-50.  B players score 30-40.  C Players score 20-30. Below 20? Losers.

Now, use this scale to rate your sales force.

80-100% A Players - You have an over achieving sales force.  Congratulations!

50-80% A Players - You have a core of A players to build around. You're on the way.

30-50% A Players - You know what they look like, now go find some more!

Less than 30% A Players - You are working to hard, hoping for more but often getting less and your pushing the 18 wheeler up hill.  You may need to start from scratch!

(c) Copyright 2008 Dave Kurlan

Topics: sales, selling, Salesforce, Sales Force, over achievement, sales motivation, sales evaluation, sales personality, under achievement, sales winners, sales losers, sales assessments, salespeople, sales success

Content not found
Subscribe via Email

View All 1,850 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 nine 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  

Top 50 Sales & Marketing Blogs 2021

Sales & Marketing Hall of Fame Inductee

2020-07-20_14-45-52


 

2020-Bronze-BlogIndi

Top 50 most innovative sales bloggers

Top100SalesInfluencersOnTwitter

Hubspot Top 25 Blogs

 

2020_Top20_Web_Large_assessment_eval

Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader