Search Results
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Sales Coaching – Between the Lines
- June 22, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you read Baseline Selling then you’re familiar with my research and data. There is an elite 6%, a top 26% and then all other salespeople. That’s right, a bottom 74%. Don’t believe it? Look at your own sales force and the requests for help that you get – that’s if you get asked for help. If the coaching you’re asked to provide is anything like the coaching I’m asked to do, it also falls into the top 26% and bottom 74% department.
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Disbelief – Weak Salesperson
- October 2, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I received another call from a CEO who couldn’t believe that his salesperson was as weak as the assessment indicated and the assessment did unveil a very weak salesperson. The CEO contended that Billy was doing quite well.
We collect some additional data from salespeople for just these scenarios.
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Where are All the Hunters and Farmers?
- June 24, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
92% of all candidates will have fewer than 23% of the attributes in the closer skill set and 36% of all candidates will have fewer than 53% of the attributes of the hunter skill set.