Another great article by Dave Kurlan on Sales Force Evaluations and understanding your sales team.
21% will hunt for new business without being asked.
30% would hunt for new business if their sales managers held them accountable.
24% will follow up on a lead, but won’t engage in proactive hunting.
24% will not hunt, no matter what, ever.
Training and coaching will not change those percentages, but will improve the skills of the 51% that do or would hunt. The percentages are reflective of their Sales DNA which, in this case, does not support hunting activities. 48% of them lack the Sales DNA which supports hunting for new business!