If I'm talking about a mammal living in the lands of Africa and Asia, that is fast, elegant and resembles an antelope, you may guess that I'm talking about a gazelle. The main strength of gazelles is that they travel in herds to better react to danger. Impressive fact, some of them reach a running speed of more than 100 km per hour. Are you wondering why I'm talking about gazelles in an article on sales team performance?
Just like a group of gazelles, a sales force is more efficient with the contribution of each of its best players. The company's goals are achieved more quickly when everyone also gives their 100 km per hour.
Since joining Prima Ressource, I've had the opportunity to greatly expand my knowledge and skills in sales management. It allowed me to discover some things I would have loved to know when I was in a sales manager position, that would have completely changed the way I acted in that role.
Among all that I have learned, there is one fundamental component that caught my attention and that would have made all the difference: the importance of using specific sales assessment tools such as Objective Management Group's assessments. These are tools that make a huge difference in sales coaching and that would have made me a much better sales manager than I have been.
There's a big difference between the image you certainly have of a good salesperson and reality. I regularly have the chance to present good candidates for sales positions to business leaders and sales leaders. I'm always fascinated to see how the image that people have of what a good salesperson should be doesn't correspond to reality.
Our partner, Objective Management Group, has evaluated close to 2 Million, and I share with you what we have learned from this experience.