• Skip to main content
  • Skip to footer

Top Sales World - inspiring the global sales community

  • Home
  • About
  • Contributors
  • Top Sales Books
    • Submit a Sales or Marketing Book 2025
    • Top Sales Books 2024
    • Top Sales Books 2023
  • JF Initiatives
    • Top Sales Articles
    • Top Sales Awards
    • Top Sales Futurists
    • Top Sales Leadership
    • Top Sales Magazine
    • Top Sales Library
  • Media Pack

Salespeople With This Weakness Score 47% Worse at Reaching Decision Makers

Dave Kurlan - 17 October 2018

A lot of the salespeople I coach have a weakness in their Sales DNA – their need to be liked.  Approximately 58% of all salespeople have this weakness and on average, salespeople score 76% in that competency.  Elite salespeople have an average score of 87% and weak salespeople have an average score of 69%.
What would it look like if we were to pivot this data and look only at the group who have it as a weakness?  When we filter the results by the need to be liked, there are some very interesting scores.  Could it be that the need to be liked – by itself – is a predictor of sales success?  Maybe.  We know that if the salesperson is in an account management role, the need to be liked is an asset.  However, in any kind of producer role, especially in a consultative process or methodology,

Footer

Follow Us

  • LinkedIn
  • Twitter

Our Partners

Sandler
Assessments 24x7
Integrity Solutions
Kristie K. Jones
Kurlan & Assocs
Membrain
Mereo
Women SalesPro
Privacy & Cookies: This site uses cookies. By continuing to use this website, you agree to their use.
To find out more, including how to control cookies, see here: Cookie Policy

© Copyright 2010 - 2025 topsalesworld.com · All Rights Reserved · Contact· Privacy Policy · A JF Initiative