Who We Are
Kurlan & Associates, Inc. was founded in 1985 by Dave Kurlan, a renowned expert in sales force assessments, training and strategic growth strategies. For over 35 years, the firm has helped companies with sales team evaluations, sales process optimizations, sales and sales leadership training, and sales transformation.
The management and senior consultants at Kurlan & Associates bring over 125 years of both domestic and international experience to clients. We pride ourselves on providing unprecedented services to all sizes of businesses from small entrepreneurial companies to Fortune 500 corporations. We have earned recognition for our expertise spanning over 200 industries for our cutting-edge and results-oriented approach to sales growth.
Why Choose Kurlan
We Get Results
Our experts are focused on the solutions required to help achieve your desired results.
Highly Experienced
Regardless of the situation for which you need help, chances are, we have seen it and solved it before.
Team Engagement
We get your sales team engaged. Whether it’s your salespeople, sales managers, or sales leaders, and whether it’s training or coaching them, we will create change through engagement.
Expert Role Plays
We demonstrate what good conversations should sound like by extensive use of unscripted role plays and nobody is better at that then the trainers at Kurlan.
The management and senior consultants at Kurlan & Associates bring over 125 years of both domestic and international experience to clients. We pride ourselves on providing unprecedented services to all sizes of businesses from small entrepreneurial companies to Fortune 500 corporations.
Our philosophy is to provide each client with a unique solution that is customized to achieve their desired outcome. Depending on the client’s size, industry and complexity of issues, each Kurlan engagement is designed to meet their specific needs.
All of our strategic partners must have one primary objective – help us make our clients stronger. That’s it. Our services are laser-focused on sales development. Our partners provide the core competencies that we don’t. They must fit with our clients’ needs and play well with the others in the sandbox so all of our actions are unified in your interest. You’ll see that whether it’s a tool, application or consulting firm, we have already done the due diligence so that you don’t have to.
I had the pleasure of working with Dennis Connelly over the past year in various capacities. Dennis is one of the finest Executive Performance Coaches I have ever partnered with. He led an excellent onsite workshop for our entire sales team this past summer, gaining their trust and confidence in just two short days. He continues to work tirelessly in developing their coaching and sales skills. With his training and support, we surpassed our sales goals for 2023, and Q124 is off to an exceptional start. Lastly, Dennis is currently my Executive Coach. He blends his professional experience with the right touch of academics to help me work through complex issues while helping me focus on the things that matter as a senior leader. If you are in need of an executive coach, a sales coach, or a talented facilitator, Dennis Connelly is your go-to person.
Dennis Gradillas
Operations & Sales Expertise,I am a member of the Kurlan fan club. Dave has built a tremendous body of work and a large following because of the durability and reliability of his approaches. Dave has helped us grow. We are winning twice as much business today with fewer salespeople and 25 percent less proposal dollars quoted at higher margins. We are turning away work at about 10% because we are above our capacity and we have the strongest backlog that we have had in several years. All of this with one of our primary markets still being impaired by COVID and our costs facing sizable inflation headwinds. Dave’s training has helped us grow confidence, sell better and sell more with less effort and resource burden.
Mark Steele
President & CEO, Craftsmen Industries, Inc.Thank You! Just thought I’d let you know I started a new role recently and it was all thanks to the training that I took over the few months on the basic and advanced courses. After going through them a few times (I have to admit I love the Ghostbusters references to Compelling Reasons) they’ve given me a new lease of life. Just wanted to say thanks for all your help over the past few months – much appreciated!
Neil
Enjoying and embracing. I am really enjoying and embracing the training. I love the sessions and they are really helping me. Thanks!
Jeff
Great stuff! Thank you for these sessions. I enjoyed the modules, roles plays and learned some great techniques. I took away some valuable lessons as well as great reminders and I look forward to future courses.
Kate
Much Better Than Prior Training. In my previous organization, I engaged with and brought in a sales methodology training, and have seen many. Baseline Selling is, without question, the most engaging, energetic, and relevant. Your articulation of SOB and how something seemingly innocuous can have significant impact is brilliant and really resonated with me and will change how I coach team members. Thanks again for the training and I’m excited for where this can go!
Justin
Gold. The visual display of skipping discovery and differentiating steps…gold! Thank you for helping us get better.
Jim
Ominous Signs for Sales Teams and Baseball Can Help
It seems like a recession is on our doorstep. Most salespeople haven’t experienced selling in a recession since 2009, fifteen years ago. That means there are few experienced recession-proof salespeople, plus those who didn’t figure out how to succeed at recessionary selling back then as well.
What are the twelve biggest challenges?
April 15, 2024
Baseball, The Toad and Coaching Unresponsive Salespeople
Coaching salespeople is challenging. When they aren’t responsive to coaching it’s not only more difficult, it is downright frustrating. When you’re attempting to coach unresponsive salespeople to use the phone to directly talk with a decision maker, there isn’t much upside. Whether you’ve made this coaching attempt one time or one hundred times, the outcome will be the same, so the question we should be asking is, should this salesperson still be working for you?
April 11, 2024
250 Best Articles on Sales and Sales Leadership by Category
These are the top 10 articles in 25 categories on sales, sales leadership, sales assessments, sales performance, sales excellence, sales process and more.
April 4, 2024
The Data: What Percentage of Salespeople are Really Coachable?
While coaching is private, training is more public as it usually takes place in front of others. Salespeople who have the greatest incentive to change are those who are the most trainable. Those salespeople have high scores in Desire for additional sales success and Commitment to additional sales success. When a salesperson scores below 60 on Desire and/or Commitment, you aren’t likely to see much of a change in their effectiveness or performance. If they are already generating acceptable results and more of the same would be OK, then it doesn’t matter. On the other hand, if their performance is lacking, and more of the same would not be acceptable, then a salesperson lacking Desire/Commitment would be a great candidate for replacement.
April 3, 2024
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Request
a Callback
To request more information, please use the form provided. We look forward to your message and will call you back shortly. Thank you.
