- July 21, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We were watching an episode of the hilarious comedy series The Goldbergs and one of the themes of episode 4 in season 3 was about authenticity. In this episode, Barry and Erica, the two oldest children, accused each other of being posers.
The bottom 50% of all salespeople are posers too. In an article last week we discussed how data can help you hire the ideal salespeople.
In that article I shared a top/bottom analysis where the top performers were 100% more effective reaching decision makers than the bottoms. Below I’ve shared another top/bottom analysis with different findings.
At every company there are always a combination of between 15 and 30 findings and scores (from among the 250 or so that Objective Management Group [OMG] measures) that differentiate the best top performers from the worst under-performers. In this analysis, if we had to choose a single differentiating factor, it would be the top performers’ ability to sell consultatively (column 10). If we chose a second factor, it would be their ability to use their skills to reach decision makers (column 17). Column 18 shows that their top performers are also succeeding at uncovering the decision makers’ compelling reasons to buy because in addition to their skills, they are also assertive (column 21), allowing them to push back and challenge their prospects. This causes those decision makers to respect them, view them as trusted advisors instead of vendors, and develop a bias towards them.
When a salesperson can effectively use a consultative approach and uncover the decision maker’s compelling reasons to buy they will stand out, develop a relationship along the way, and usually get the business.
It doesn’t hurt that these top performers also score significantly higher on hunting and maintaining a full pipeline so that the opportunities they find will move through the pipeline and often close while their under performing colleagues find a much smaller number of opportunities which get stuck in the discovery stage of the pipeline and fail to close.
While the reasons for inconsistent sales performance are always different, the answers will always be found in the data. The 21 Sales Core Competencies will always reveal where the real problems are and that allows companies to focus their training and coaching on the appropriate competencies. An OMG Sales Force Evaluation provides all of that data and then some.
Request samples here. (Be sure to check Sales Force Eval.)
See the 21 Sales Core Competencies along with average scores by industry and if you want, even for your own company here.
Hire the right salespeople for each selling role at your company using OMG’s accurate and predictive sales candidate assessments here. A company that began using OMG’s sales candidate assessments two years ago reported that their retention had improved from 25% to 70%, diversity had improved from 90% white male to 51%, ramp up time was 40% faster, and 75% of their teams had exceed their annual quota after just six months.
The time for having posers selling for you has passed. What will the future of your sales team look like?
