![]() ![]() ![]() ![]() His sales manager would say "Larry has potential," and believed it. For almost 15 years, business came easily for them.įor 15 years Larry looked like a genius because he took all of the credit for what the economy and brand were doing. They had developed a solid product and service, and the market loved them for it. At that time, the company had a competitive advantage - they were an early entrant (Think Kleenex). "Larry" - (not his real name) joined a company 20 years ago. A true story of how Larry destroyed millions of dollars of value The reality is that anyone who says they can consistently hire salespeople who perform in the top ten percent WITHOUT a valid sales personality test are either lying or not giving enough credit to the brand their salespeople are selling. We recently asked a VP of Sales, "Of your 25 salespeople, how many who would you hire again?" Their response "All of them," was pretty typical. They believe in and love their salespeople to the point where they cannot hold them accountable for results. The Pinocchio Sales Leader often mixes their heart with their numbers. Without powerful sales assessment tools like the TriMetrix HD to objectively measure sales aptitude, you are guessing. The only way to know objectively about the true potential of any salesperson is to use a multi-science sales personality test with validity backed by brain research. The Pygmalion Effect creates a "reality distortion field" - The more the leader believes in their talent - the more the talent believes in themselves.They are biased because they are soft or because they have fallen in love with their salespeople.They lack objective information about the true potential of each salesperson.Three reasons a Pinocchio Sales Leader knowingly or unknowingly lies: ![]()
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