This week’s blog comes from guest blogger, Dave Kurlan. Dave is a top-rated speaker, best-selling author, sales thought leader and highly-regarded sales leadership expert.
Would you believe me if I told you that in a recent sales force evaluation, nearly 50% of the 300 inside salespeople were not in the right role? Recently, we evaluated a large inside sales force and I thought it might be interesting to share some of the more unusual findings that were responsible for this sales team’s inability to achieve the revenue goals that the company expected from them. It isn’t uncommon to learn that salespeople are not in a role for which they are best suited, although it isn’t as easy to determine in sales forces when there may be only one role – like territory sales. On the other hand, when we evaluate a company with multiple selling roles, our analysis will identify the best role for each salesperson and, as I mentioned at the outset, most on this sales force were not in the right selling role!