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.
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!!
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.