salespeople that don’t sell

Recently, I was asked to explain what a company can do with the bottom 74% that I write about so frequently.  It’s a great question…and I will share several examples…Depending on the size of your sales force, the relative effectiveness of your sales coaching, the degree to which you embrace sales best practices, and your track record at selecting and hiring only A players, your sales force might not have a top 6%, next 20% and bottom 74%.  Nope.  It could be better – or worse.  Your sales force might have salespeople that are all in the top 26% or all of your salespeople might belong to the bottom 74%.  What’s interesting is how that plays out.