The Most Common Problem In Sales
Let's explain the performance results we receive from the different types of sales people ( A, B or C) that you may hire. The A’s & B’s obviously grow your company. The C performer and below produce what we refer to as a “Triple-Negative”.
- They are not growing new business.
- They can spoil the relationships and growth of existing business. And of course, if this isn’t enough,
- We are paying them (with benefits) to perform at a deplorable level.
Can you imagine a more costly scenario? The “B” sale professional is good; however, they may lack a key ingredient such as negotiation, communication or product skills that can be resolved through sales training. The “A” sales person has a natural inborn ability to drive and close business with allmost anyone and they truly enjoy the art of the selling profession. A general rule for sales people is to keep the data entry and paper work to a minimum, keep them finding leads and in front of prospects and guide them with strong sales management.
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The Biggest Challenge In Business
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