Management's Guide to the Top 10 Differences Between Sales Winners and Losers

October 19, 2008
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Friday I wrote this post and today I wrote this longer article about the Top 10 Differences between Sales Winners and Sales Losers.

This post is the sales management version of the article referenced above.

In that article, I asked sales professionals to rate themselves.

In this article, I’ll ask you to rate each of your salespeople using the same scale. Top producers score 40-50. B players score 30-40. C Players score 20-30. Below 20? Losers.

Now, use this scale to rate your sales force.

80-100% A Players – You have an over achieving sales force. Congratulations!

50-80% A Players – You have a core of A players to build around. You’re on the way.

30-50% A Players – You know what they look like, now go find some more!

Less than 30% A Players – You are working to hard, hoping for more but often getting less and your pushing the 18 wheeler up hill. You may need to start from scratch!