Are your sales people in the right role? What's the difference between their desire and their commitment?
Another great article by Dave Kurlan on Sales Force Evaluations and understanding your sales team.
Some findings....
21% will hunt for new business without being asked.
30% would hunt for new business if their sales managers held them accountable.
24% will follow up on a lead, but won't engage in proactive hunting.
24% will not hunt, no matter what, ever.
Training and coaching will not change those percentages, but will improve the skills of the 51% that do or would hunt. The percentages are reflective of their Sales DNA which, in this case, does not support hunting activities. 48% of them lack the Sales DNA which supports hunting for new business!
