... through focused, efficient and effective assessment of your organization and the people you employ!
When four sales associates out produce their colleagues by more than 2 to 1 in annual sales dollars, what do you do?
Who would have predicted that Vilfredo Pareto’s famous 80-20 rule, formulated more than 100 years ago, would still apply to sales organizations today? Research consistently demonstrates that more than half of those in professional sales lack the basic attributes required for success in this difficult profession – attributes that world-class salespeople possess as natural gifts or develop through training or single-minded focus. Of the remaining half, half of these have the potential for success in some form of sales, but are currently selling the wrong product or service. That leaves about 25 percent to sell about 80 percent of the world’s products and services
Organizations are increasingly turning to coaching to get them through difficult economic times, or to maintain managerial strength and grow as a company. This test will help you reflect on your beliefs about coaching. At the end you will find answers and a scorecard.
Have you ever hired a new sales team member who didn’t work out as you expected?
1. Conventional wisdom says that upset customers tell eight to ten people if they were unhappy about a company's poor customer service. Now they can tell eight to 10 million or more because of
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