Sales - How effective are your Sales People?

Did you know that more than half of all individuals in a sales position are not suited for sales?
Another 25% may have the skills to sell, but are selling the wrong product, are in the wrong industry or don't fit within the culture of their employer's corporate culture. These factors reduce the number of sales professionals from which sales leaders can expect superior performance.
In todays industry, consolidation is key to a wholesaler and even a supplier's existence long term.
When a business decision is made to acquire a similar business, how do you determine the value of personnel (sales rep, manager, administrator, etc.)?
As mentioned previously, corporate culture has a significant impact on the overall performance of an individual. Just because an individual is a "top performer" at their current position , their "elite" status does not always translate to a similar status within your organization.
What characteristics do your "elite" performers have that can be used as benchmarks?
There are tools available to assist you in making these determinations. If you want more information regarding this topic, go to my website: http://www.cmzassociates.com/ and fill out the information request form.

Have a Great Day,

Chris Zobel, CMZ Associates