A consultant friend relayed a story to me recently about a sales effectiveness study that was done at a leading sales company. The consulting team analyzed the best practices of sales across the company. They collected them all, put them in a book, and published the book to the sales team. The result?
Sales doubled. The catch: Sales nearly tripled for the top sales guys, yet, there was no change for all of the other sales people. The moral of the story: Good ones are good...bad ones are bad...There is not much of anything that you can do to improve bad sales people. All of the help in the world might help a few of them, but, it certainly won't help all of them. Success in sales normally comes down to efforts and intellect. Or, to put it as my friend did, you have to find the people that have the right balance of insecurity, capability, and confidence. You want your sales people to have alot of each.