| Author: | Gellerman, S. W. |
| Title: | The tests of a good salesperson. |
| Journal: | Harvard Business Review
1990 : MAY-JUN, VOL. 68:3, p. 64-65, 68-69 |
| Index terms: | SALESMEN MANAGERIAL EFFECTIVENESS CUSTOMERS |
| Language: | eng |
| Abstract: | Empirical observations are presented on the critical factors of seller-customer interactions. The three most influential factors are the following ones: discussion focus, time management, and staying power. A top performer salesperson overcomes the roadblocks - unfocused meetings, wasted time, failed calls. In addition, two ratios were found to be the best measures of a salesman's productivity. One was the percentage of calls resulting in an order. The other was the average order per call. These observations and measures clearly distinguish between top and poor performers. This must be appreciated, because despite the plethora of tests and rating procedures, it is notoriously difficult to forecast a candidate's sales performance. |
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