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Lousy Salespeople and Great Salespeople - Line Item or Investment?

Lousy salespeople are a line item but great salespeople are an investment. It's actually much worse than that. The line item on your lousy salespeople is only a fraction of what they really cost. Don't believe me? Then answer these three questions:

Chinese Salespeople May be the Next Group to Outsell Your Salespeople

What are you going to do when, not only are you out priced, out sourced, out willed, out shipped, and out produced, but also out sold - by the Chinese? That is the question posed by my Kurlan & Associates colleague, Frank Belzer, who is blogging from Shanghai, where he is spending the week training Asian companies in the art of sales management.

Ultimate Comparison of Top Salespeople to Salespeople Who Fail

If you've been following this Blog you know I sometimes refer to the elite 5% of salespeople, the next 20% and the bottom 74%. After reading Super Freakonomics I was moved to take a new look at our data on the more than 400,000 salespeople we have assessed. Behavioral scientists would look at our data on the top 5% and report on some common findings. It might look like this...

CAN TWO SALESPEOPLE REALLY BE THAT DIFFERENT?

A quick look at whether one salesperson is really that different from another.

How Many Salespeople Do you Need?

Many businesses struggle with the idea of hiring sales people. How many should they hire? How much business should a salesperson support? Although numbers vary by industry, this article gives you a good starting point.

Your Salespeople Can't Even Do That?

Salespeople, struggling with sales 101 type issues, don't let anyone know for fear that they would be perceived as inept, which, it turns out they are.

What would your "top salespeople" do if...

Many times those who you think are your "top salespeople" would be weak if you placed them into different circumstances. Sometimes the only way to recognize their weaknesses is through an assessment. How would your "top performers" react if some of these things happened to them?

What Have Your Salespeople Been Listening To?

In reality, there is no such thing as a spending freeze except for being something that top management tells bottom management. [Read More]

Salespeople are Like Children

Good example of how hard it is for salespeople to remain focused on their prospects.

How Long Does it Take for Salespeople to Get it?

How to get salespeople to enjoy overnight success!

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