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Yesterday, Seth Godin posted this article, explaining how every prospect is different. I haven’t always agreed with Seth when his thought-leader-thinking has overlapped with my domain but this post is spot on.  What he doesn’t suggest is, how do you take his questions and make them work in your sales organization?

I’ve been golfing for three years and I’m just like a lot of your salespeople because, according to my statistics, 74% of them suck too.

As more and more is expected of salespeople today, I see less and less commitment to do what it takes.

Our five-year old son, a frequent subject on this Blog, has two girlfriends.  This is one area in which he does not take after his dad!  While he loves being with both of them, Mary drives him nuts while Sally simply causes him to float on air.  He isn’t really aware of how each girl impacts his behavior after he being with her, but we sure are!  He can be moody after being with Mary while he tends to behave like an angel after spending time with Sally.

Based on my research data of more than 300,000 salespeople, it’s evident that no more than 6% of the sales population is so motivated as to get coached, attend seminars, watch videos, read books and practice every day.

Salespeople need to close sales at the first bonafide closing opportunity – the point at which (in the Baseline Selling model) all the bases have been touched. Bob, who I wrote about yesterday, tends to let people put him off if he thinks they have a valid reason. George tends to blow people up when he thinks they’re putting him off. Somewhere, in between, exists a happy medium.

Never let an employee hold your growth hostage.  Never sign anyone who has yet to prove themselves in a role to a long-term contract.  Your employment agreements should specify that employees are employees at will.  Stamp out mediocrity, surround your salespeople with great sales management talent and grow the company.