Some sales-centric publications claim that 65% of sales people do not belong in sales. As a sales manager you wonder at times if that number is a tad low. However, as a service to our readers, we’ve put this quick reference list together to help you spot those 65%’ers in your organization.
Signs Your Sales Rep is a Moron
- They talk more than anyone else
- They try to create some remote, third-party connection with prospects. For example “Yeah, my cousin did time in your state. So we are like family.”
- They claim that your solution can do everything, just name it. For example. “You want an open, yet proprietary architecture that will randomly reset the credentials in your enterprise single sign on layer? Oh heck, no problem.”
- They know nothing about the prospect, their business model, or even the city in which the prospect is located, but pretend they do. For example “Valdosta, GA? Oh yeah, that’s where they grow those onions. It’s like a second home to me.” (Vidalia, GA grows the onions)
- Their presentation is focused on the history of the company, the great things about the products and services, yet says nothing about how they will help the prospect or why really anyone should do business with your company. For example “Now that we are done with our three hour overview of our products for DOS, let’s talk pricing”
- They won’t get off the phone even though the prospect has given valid reasons to support the claim that they are not interested. For example “Ok, I know that your bank really doesn’t do anything with South American Derivates, but can you at least watch our demo?
- They trash the competition, a lot. For example “I’m not saying that your current vendor likes to skin the pelts off puppies, but have you ever seen a puppy around their offices?”
- They start a blog for sales stories