Browse Tag

sales performance

Are You Wondering if You Have the Right Salespeople?

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.

Hire the Best - Use for Web applications, emails, etcWould 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! read more

The One Performance Question Every Hiring Manager Should Ask

Hire the Best - Use for Web applications, emails, etcMost of my day is spent working with clients and part is spent with candidates they may want to employ.  The one piece of advice I give to every candidate that is going to interview with the hiring manager is to ask this question:

“If we were meeting here one year from today and you were to say that I did a good job this past year, what would have had to happen in order for you to say that?  Now not an exceptional job but also not a poor job but rather a good job?” read more

How Will They Respond?

Hire the Best - Use for Web applications, emails, etcHow will they respond?

How people respond in an interview is more important than what they know.

When interviewing, most candidates know the “correct” answers to your questions. This is especially true when interviewing salespeople.

Because of this, you need a process that gets past what they know, and forces them to share what they will actually do. read more

How Long Should It Take for a Salesperson to Get Up to Speed?

Hire the Best - Use for Web applications, emails, etcOn a late summer evening my wife and I were sitting on the patio with friends discussing what typical young families discuss, our children.  Two of our friends worked for the school district, providing learning resources for teachers, parents and students. One of them leaned over to me and told my wife and I that we’ll have challenges with our youngest child.  Based on her training and observation of our child, she had observed there may be a learning disability.  Our child was two at the time, and as soon as the age to be formally evaluated came around, we found out that what our friend had indicated was true.  Based on what we learned from the evaluations, a plan was put into place and resources were provided. Through constant monitoring of this plan, my wife was able to make adjustments through the years and our child graduated high school in the top of the class as an honors student, regardless of the learning disability. read more