Search Results

  • Getting Salespeople to Prospect When They Aren’t Prospecting

    • November 15, 2024
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    little leaguer

    While some growth can be expected to come from effective account management, the kind of growth desired by most companies comes from consistently finding and closing new accounts. While companies love their inbound lead-generation programs, and those programs do generate leads, the quality of the leads, and the quality of the meetings booked by those young and inexperienced top-of-funnel kids, leaves much to be desired.

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  • 250 Best Articles on Sales and Sales Leadership by Category

    • April 4, 2024
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    best 200 articles on selling

    These are the top 10 articles in 25 categories on sales, sales leadership, sales assessments, sales performance, sales excellence, sales process and more.

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  • Top 15 Categories of Reading to Improve Sales Team Effectiveness

    • August 21, 2023
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    messy basement

    Bookmark this article so that over time, if you want to improve your sales effectiveness, you can read articles from the topics listed below

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  • The Science of Salesperson Selection

    • January 17, 2023
    • Posted by: Kurlan & Associates, Inc.
    • Categories:
    The Science of Salesperson Selection

    In 1964, Harvard Business Review published “What Makes a Good Salesman”, an article by Herbert M. Greenberg and David Mayer. They detailed their four-year study of salespeople and explained the commonalities they observed in better salespeople. They learned, for the first time, that good salespeople had the following two characteristics in common.

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  • Top 12 Sales Blogs of 2022 That Make You Think and Sell More

    • May 20, 2022
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The most common criteria is personal choice as in “These are my favorite Sales Blogs!”  And that’s OK as long as readers know they are your favorites and as such, won’t necessarily have the best content.

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  • The Difference Between OMG and Extended DISC Assessments

    • October 7, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    When it comes to sales assessments, things are also not what they appear to be.  For example, take the FinXS Extended DISC which, at first glance, appears to have much in common with Objective Management Group’s (OMG) Salesperson Evaluations and Sales Candidate Assessments.  But are they the same, similar, or is it more like the Chinese rip-off?

    Let’s take a look under the hoods of both assessments and then you can decide.  We’ll begin with a comparison of the two respective dashboards.

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  • Finally!  Science Reveals the Actual Impact of Sales Coaching

    • September 7, 2018
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    You must have heard the joke that 73.6% of statistics are made up!

    I have read and even reported that sales leaders who coach their salespeople see a boost in revenue of around 27%.  It sounds like a realistic number but I have not seen any science to back it up.  Until now.  Check this out!

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  • What Do You Blame When Salespeople Don’t Schedule Enough New Meetings?

    • May 23, 2016
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Most salespeople suck on the phone. If you read that article, you learned about 10 common mistakes that salespeople make on the phone. But those are strategic and tactical mistakes – they are skill-based. What happens when you have salespeople who won’t even make calls? Could they be suffering from call reluctance? Objective Management Group (OMG) measures 21 Sales Core Competencies and one of them is the Hunter Competency.

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  • Rebuttal to What Elite Salespeople Do Differently

    • March 4, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    This article appeared through syndication on some other sites.  On CustomerThink, an epic discussion followed this introduction and I have included more than 50 comments that appeared there. It started with this comment from Bob Thompson, who also happens to own the CustomerThink website:

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