A sales veteran with over 30 years of experience, Peter Gilbert is MD of HR Chally SA (www.challysa.co.za), an international sales consulting company specialising in talent management and recruitment. He is passionate about sales as a profession and the identification of real sales talent who can really sell! Email him at
Peter Gilbert is MD of HR Chally SA (www.challysa.co.za), an international sales consulting company specialising in talent management and recruitment.
A sales veteran with over 30 years of experience, Peter is passionate about sales as a profession and the identification of real sales talent who can really sell!
He has published over 80 sales articles.
Find out how to:
Increase hiring accuracy from typical 55% to >90%
Reduce unwanted churn by 30% in year one
Increase average sales per salesperson by up to to 40% per annum
Identify salespeople who can move successfully into management
Develop a well defined and effective Go-To-Market sales strategy.
Benchmark your sales organisation against world-class sales organisations
Align your entire organisation behind the sales effort
I become very sceptical when I come across a course, tool, technique, or piece of technology that claims to be the answer to sales management or any other aspect of sales. If a sales manager does not have a Go-To-Market sales strategy, a Sales Operating Plan, an effective opportunity management system etc is unlikely to be successful. Posted on 20 May 2011 18:30
This article makes many good points, but doesn't highlight how big the problem really is, and some industries are worse than others. Real Estate probably tops the list, and one well known company told me that 15% of their agents deliver 78% of revenues. So they must be getting it wrong 70% or more of the time, and they continue to use the same hiring techniques they have used for 30 years. Using readily available tools, such as profiling and structured a scorable interviews, they could shift from 70% wrong to 90% right!! Posted on 11 Aug 2008 16:36
It all depends. In a recent assignment for a radio station we found that the top sales performers earned up to a million plus rand pa, average performers R350-400,000, and low performers around R100,000. All of these people were selling exactly the same product to the same type of clients.So it depends on the calibre of the salesperson, the strength of your brand/product, your pricing and many other factors. However, all things being equal, talented salespeople will sell plenty and weak salespeople will struggle. Posted on 13 Mar 2007 15:41