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Why Are There So Many Low–Performing Salespeople Out There?

Thursday, October 24th, 2013 by

low-performing-salespeopleMost of us, who hire salespeople, know that high-performing salespeople are very hard to find. Why? Because the statistics are working against us.

First of all, less than 20% of the population has the true aptitude to be “developable.” Put another way, there are not nearly enough high-aptitude salespeople to go around. Second, it is easy to fake characteristics like “Drive” in an interview. Third, unlike professions such as lawyers, doctors and accountants, there is no formal certification for salespeople . . . anyone can “claim” to be a salesperson.

The good news is that big data is catching up with low-performing salespeople, who promise performance but cannot deliver it. Personality assessments are becoming very accurate at determining potential.  And as for there being more sales jobs than strong salespeople . . . that does not have to be our problem . . . since there are certainly enough for our needs, if we are diligent and patient in building a solid team of high-performers over time.

Don’t hire just anyone; only hire top-performing salespeople by identifying them prior to the interview with the DriveTest™.

Dr. Christopher Croner and Richard Abraham are authors of Never Hire a Bad Salesperson Again and developers of the proprietary and patented sales test, The DriveTest™, for sales candidates. For more information, click here.

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One thought on “Why Are There So Many Low–Performing Salespeople Out There?”

  1. Bub Pringle says:

    In my line of work, the automotive sales business, about one maybe two out of ten salespeople hired are a true salesperson. The others Are order takers, that think by taking short cuts they can become great salespeople. Not True. The other eight of them work with each other to try to become better salespeople, when the truth is none of them ever will be. The true salespeople are driven by goals. Great salespeople believe in themselves and are very confident in themselves, and that gives confidence to their customers. You know these sales professionals when you see them. They are the ones that are highly motivated and never stop thinking of creative ways to sell.

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