Search Results

  • Are You Looking for Salespeople with Entrepreneurial Spirit?

    • May 26, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Is it reasonable to expect your salespeople to live and breath your business?  To bring it up wherever they go?  With whomever they meet?  Should it be part of the job description?  Would it be authentic?  Would it help?

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  • Exposed – Personality Tests Disguised as Sales Assessments

    • January 28, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Yesterday, I met with a long-time client who, in his previous company, used OMG’s Assessments to identify what needed to change in order to double revenue from $30 million to $60 million.  In his new company, which is already about 12x that size, he wants to double revenue again.  He said, “I just wasted two years with the _____ Assessment.”  The assessment to which he referred was a personality assessment marketed as a sales assessment.  It could have referred to any personality or behavioral-styles assessment.

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  • Who Are Better Salespeople – Men or Women?

    • October 23, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Tom Peters said women are better salespeople than men.

    I wrote that Objective Management Group’s data proves that a greater percentage of women are stronger than men.

    Here is how that data breaks down:

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