Browse Tag

sales weakness

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

Would You Hire Tim Tebow?

Hire the Best - Use for Web applications, emails, etcTim Tebow was the Florida Gators’ starting quarterback who, in 2007, became the first college sophomore to win the Heisman Trophy.  In 2008, Tebow led Florida to a 13–1 record and its second national championship in three years, and was named the offensive MVP of the national championship game.  The Gators again went 13–1 in 2009, his senior year.  At the conclusion of his college career, he held the Southeastern Conference’s all-time records in both career passing efficiency and total rushing touchdowns, appearing second and tenth (respectively) in the NCAA record book in these categories. read more