Why aren’t they selling more?
This was the CEO’s question to us about his team of five sales people.
We spent time with the sales people. We used our unique and proprietary behavioural profiling tool for sales people.
The behavioural profiles of the sales people confirmed our initial suspicions. Four of the five sales people had been recruited because they were “good people people”. But that does not make a good sales person nor a sales person that can close a deal.
They had the wrong sales people. They were let go.
We used our unique and proprietary behavioural profiling tool for sales people to recruit sales people who could sell.
We went on to build new sales processes and we changed who the sales people were targeting.
After 12 months revenue was up by a little over $2M.