The Objective Management Group data clearly illustrates that sales people fall into specific categories based on their Will to Sell, Sales DNA and Sales Competencies scores. The evaluation and assessment of over 1.8 million sales people breaks down this way:
- 5% are Elite
- 20% are Strong
- 25% are Serviceable
That leaves 50% of sales people who are…well, they should not be on your sales team. They shouldn’t be on your team, not just because they are awful. The data shows that many of these salespeople just do not have the Desire, Commitment and Motivation to be successful in sales – they just don’t have the GRIT it takes to be successful in Sales. You could invest a lot into developing these folks without an ROI.
This does not mean they are bad people, just bad sales people!
Again, in which salespeople do you invest? Clearly, the top half is the answer. Who falls into the top half? Who falls into the bottom 20%? Another critical question(s) for those companies who want to grow their revenue 3x in the next four years is:
Why are those salespeople at the top and how do I find more?
If you don’t understand the sales force, how do you improve it? If you hire sales people the same way you have hired them in the past, how likely are you to change the make up of your team?
Our economy has helped many companies’ revenue soar this year. Yet, the data shows the number of sales people in this country under quota is the same as it was in 2008/2009. Remember 2009?
How many of your sales people are on track to hit or beat their sales quota in 2018? What is their excuse? If your salespeople cannot be successful in this market, maybe it is time to figure out why.
You need answers. Fortunately, we can help you uncover the real reasons why your sales team is not excelling. If you would like to have a business conversation about any of these questions or the excuses made by the sales organization, click here.
