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Observations “ There is a strong correlation between more salespeople, more sales calls, and more sales” “ Scale sales as fast as possible, but don’t scale sales till you know your head from your foot.” “ It is risky to more than double the size of any sales force”
55% of sales professionals are in the wrong occupation 1
Sales professionals that are
job-matched outperform their counterparts by 40% and are twice as likely to stick 2
Make sure you know what you are looking for.
1. Croner, Christopher and Richard Abraham, Never Hire a Bad Salesperson Again, Inner Workings LLC, 2006. 2. Greenberg, Herbert and Jeanne, ”Job Matching for Better Sales Performance,” Harvard Business Review no.80505 20% 25% 55% C Players Should not be in sales at all A Players Top Performers Account for 80% of Sales B Players Should be selling elsewhere