By Barrett Riddleberger, XPotential Selling
A friend told me over lunch about a sales rep he hired the previous year. He sold seven times the industry average of $1 million at his previous company. At $7 million in sales, he was a superstar. My friend — the CEO — and one of his sales managers snatched this sales rep up with great expectation.
After several months of ramp up they quickly noticed that he was not selling … anything. Confused, they investigated the marketplace, competitive landscape, economic conditions, etc. Nothing appeared to be out of the ordinary. Their other sales reps were doing well, but he wasn’t. Why?