The November 16 SMS luncheon featured Ken Edmundson, Founder and Chairman of Edmundson Northstar Business Research. His topic was “Recognizing unique skills of your team in developing business strategy and creating a leadership agenda“.
Mr. Edmundson’s discussed three business-related topics that are of critical importance to Sales and Marketing people:
- The Sale
Most companies do not have a quantifiable prospecting system. The most successful salespeople are persistent and continually stay in touch with prospects to close the sale. Mr. Edmundson mentioned that 4% of salespeople control 91% of revenue. Perseverance, along with tracking and measuring, are key attributes of sales success. - Hiring
82% of hirings are a mistake. Why? Gut instinct is used too often. Instead, utilize a validated system to qualify and quantify the best candidate for the job. - Assessments
Are sales forecasts being achieved? Do your salespeople sell the features and benefit of your product or service? Using assessments creates a scorecard that documents your results.
Check out the video, provided by TVii Multimedia:
To learn more about Northstar Business Research, visit http://www.northstarinstitute.com/
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