Understanding the Sales Force

Your salespeople should be imitating David Copperfield on every single sales call.  At the end of calls, their prospects should be wondering what just happened to make them feel so good. 

One of my clients is recruiting and, despite plenty of quality candidates to choose from, had failed to hire anyone in a span of ten months, 1200 resumes and dozens of interviews. He loved 5 of the 20 final candidates but, for one reason or another, was unable to land them. The process was being conducted the right way, he was using the assessment at the right time, and the first live interview was conducted properly. In an attempt to rectify his problem, I identified two issues with his final interview.

The same phenomenon takes place with salespeople.  Not just new salespeople, but veteran salespeople too, who find themselves with new companies, industries, products or services, or calling into new markets.

Where do your best accounts come from?

A couple of days ago I posted this article on Kurlan’s Law of Sales Effectiveness.  It had my formula, E=AS for sales force effectivness. Later the same day, I wrote this article at my Baseline Selling web site, with the formula for Personal Sales Effectiveness. 

One of the things I pay attention to is the day each year that leaves appear on the trees. In Central Massachusetts, where I live, it usually occurs right around May 11. This year, thanks to some unusually prolonged warm weather, the buds have popped, the fruit trees have flowered and there are leaves appearing on the trees. They’re not full-size yet but will be in a matter of days. May 11 came early.

Prospects and customers have become more resilient to salespeople, while sale cycles are taking longer.