Found: A Great Article About How Important Salespeople Are

Posted by Dave Kurlan on Wed, Sep 07, 2022 @ 06:09 AM


Yesterday, although I wasn't looking for it, I found my laptop charger that I misplaced a few weeks ago.  Today, I found a shirt I wasn't looking for. It was purchased in May, but I had forgotten about it.  Later today, a post appeared in my LinkedIn feed and although I wasn't looking for an article by a physician, I read it and am so glad I did.

Would you like to know what I loved about that article?  I'll share, but first, consider that...

...Salespeople have a bad reputation.

Half of all salespeople are incredibly ineffective and provide very little value to their prospects and as such, they deserve the bad reputation they have.  Not because they are dishonest, sleazy or greedy - most of them aren't - but because they add no value.

On the other side of the coin, the top 30% of salespeople generally do add value and their prospects appreciate them, favor them and buy from them.

The LinkedIn post pays tribute to medical device salespeople.  They may not be in the top 30%, they may not be adding tremendous value, but this physician, speaking on behalf of most physicians, tells us just how valuable they are to the surgeons who perform in the operating room, and points out how unfairly these salespeople are being treated.

Hooray for Dr. Scott Sigman MD.

Hooray for his bravery.  We heard from a small number of brave doctors during Covid who were brave enough to push back and tell us the truth about the virus how to treat it, the vaccines and the real dangers, and how masks and lockdowns didn't stop the virus.  Dr. Sigman has gone out on a limb and rallied to the defense of salespeople.

Whether or not you are in sales or sales leadership, you probably work in a company whose revenue is generated by salespeople.  That means your salary is made possible by the efforts of salespeople.  You must read the short LinkedIn post and then come to your own conclusion.

Image copyright 123RF

Topics: Dave Kurlan, top salespeople, value added selling, medical devices

Top 10 Outcomes When Salespeople Screw Up Selling "Value Added"

Posted by Dave Kurlan on Tue, Jan 25, 2011 @ 11:01 AM

Value Added Selling is a wonderful thing - sometimes.

First there is the difference between saying you are a value added whatever, then there is whether you actually DO add value, and lastly the biggie, whether your salespeople can actually SHOW value in what they are selling. That's the only part that really matters - whether your prospects/customers/clients are convinced there is value in your offering.

What happens when your prospects/customers/clients aren't convinced?

They attempt to purchase your product WITHOUT the value-added piece.  Not only is the value added service more profitable, but it's usually the piece that helps your customer get value from the product they bought.  And what happens when your salespeople don't sell the value?  Here are the top 10 Outcomes that occur as a result of weak, untrained, unskilled salespeople who suck at selling value:

  1. They don't get any business at all.
  2. They only get the product side business.
  3. They only get the low-margin business.
  4. They are seen as vendors, instead of partners or trusted advisors.
  5. Customers aren't as happy with the product because they didn't receive the service that helps them configure/use the product in such a way that they are delighted.
  6. If there are renewals involved, customers don't renew.
  7. If there is competition for the business, this failure greatly helps your competition.
  8. You lose the annuity this business could provide, if any.
  9. You can't leverage the account for testimonials and referrals.
  10. Your salespeople are likely to repeat this a number of times before you do something about it.

Can you relate to this?

Topics: Dave Kurlan, sales management, Sales Coaching, Sales Force, value added selling

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Best-Selling Author, Keynote Speaker and Sales Thought Leader,  Dave Kurlan's Understanding the Sales Force Blog earned awards for the Top Sales & Marketing Blog for eleven consecutive years and of the more than 2,000 articles Dave has published, many of the articles have also earned awards.

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