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04/10/2012

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Brian MacIver

Are 74% of Salespeople ineffective?

Who validated the OMG figures?
If 74% of Salespeople are ineffective,
then they have learned ineffective Sales Skills.

They have been taught ineffective Sales Skills, if you practice ineffective Sales skills,
then you become even more ineffective.

Look to Sales Training Leaders for the cause of Sales inefficiency not compliant Salespeople.

WallsAmanda

Set your own life more easy get the loan and everything you require.

Jos Bosch

I believe this is interesting for all blog readers: next generation sales force metrics: we invite all sales / commercial directors / managers / EVPs sales and Chief Sales Officers, who lead a sales team with more than 8 sales / account managers up to and including divisions / sales channels with hundreds of salesreps / account managers, to participate in the International Sales Benchmark 2012 study. Without charge, your sales force will be benchmarked on 64 Critical Sales force Performance Indicators with peer-sales forces within and outside your industry. Sales force output indicators, like sales effectiveness and sales productivity indicators, but also 28 sales force driver indicators, the input which determine your sales performance. Depending on the profile of the sales channel and type off selling, the sales force will be benchmarked with 1 of the 4 different sales force profiles and databases we differentiate ("transactional selling', 'consultative selling', 'value-based selling', 'strategic selling'). More information (including list of KPIs): http://www.salesreinforced.com/en/sales-benchmark-2012/ Start benchmark: http://www.salesreinforced.com/en/benchmark2012/

Caitlin - Sales Jobs Abroad

I couldn't agree more. Practicing would definitely help improve sales. Actually, if conversation to the customer is done over the phone, it would help a whole lot if they are in front of the mirror.

Glenn

Thanks for sharing, Dave.

I have been involved in Sales Management for 20 years and have to agree with you, sadly the level of general selling skills can be quite poor; often with little or no proper training, other than the 3 or 4 days that you mention in your blog post!

There is a definite resistance for many sales people to train, especially if it is off-site; the main reason given is that they are afraid of missing out on opportunities to sell when away.

The brighter ones of course see it as a benefit, when they get some additional knowledge that they can use to sell more effectively.

I hope that this mentality can change, sooner rather than later too!

Thanks again for sharing & all the very best.
Glenn


Dave Kurlan

Thanks Kevin. There is upside on the upside but the stubborness is real, it's usually a result of ego (I can do this myself), fear (I'm expected to do this myself) and sometimes money (it will cost too much). It's difficult to justify the money problem since those same stubborn companies regularly throw many times the required amount out the window providing welfare to non-performers and under achievers.

David DiStefano

Objective Management Group’s statistic that 74% of salespeople are completely ineffective in sales is staggering. It is evident that training is essential to improve sales performance. One way to approach this training is getting your reps to start to self-coach by following these 6 steps when you coach them:

1. Use high impact questions;

2. Use a scoreboard;

3. Do one thing at a time;

4. Teach the art of effective self-assessment;

5. Compare to best practices; and

6. Assess your progress.

For more tips see: http://blogs.richardson.com/2012/03/20/train-sales-reps-to-coach-themselves/

Kevin Graham

Excellent article Dave! Isn't it amazing that there is so much upside in improving sales effectiveness, yet companies can be stubborn about moving forward with implementing programs.

You offer good information on the challenges companies face and why unproductive sales people survive, in the short term.

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