Reviewing your sales team's performance for increased profitability

01. Why guessing doesn't work

Most leaders throw training at a sales problem before diagnosing it. Only 9% of companies have a sales process their people actually follow, so training alone rarely changes anything.

02. The science behind the evaluation

Findings drawn from over 750,000 salespeople, 10,000 companies and 400 industries. Among them: 48% of new hires fail at selling, and 85 to 90% of sales training shows no impact after three months.

03. Choosing the right assessment

Personality and behavioural tests cannot measure whether someone can sell. A side by side table shows what a sales-specific assessment measures instead, from desire and bravery to recovery from rejection.

04. What only 26% of reps have

Dave Kurlan's research found just 26% of salespeople have the skills to succeed, with 6% elite. The difference comes down to four elements: desire, commitment, responsibility and outlook.

05. Mindset versus sales skills

Mindset drives 80% of sales success. The ebook breaks down the hidden weaknesses that cap performance, including money weakness, need for approval at 33% impact, and a non-supportive buy cycle.

06. Who is trainable, and what it costs

56% of the bottom 74% can be saved, but expect 18 to 24 months of coaching. Top performers improve in 4 to 8 months. Includes the ramp-up formula: sales cycle plus learning curve plus 30 days.