Search Results

  • Management’s Guide to the Top 10 Differences Between Sales Winners and Losers

    • October 19, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Friday I wrote this post and today I wrote this longer article about the Top 10 Differences between Sales Winners and Sales Losers.

    This post is the sales management version of the article referenced above.

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  • Top 5 Reasons Why the OMG Sales Assessment is More Predictive

    • October 1, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I was asked why Objective Management Group’s (OMG) assessments are so much more predictive of sales success and future performance than behavioral styles assessments and personality assessments.  There is more than one answer to this question and I’ll try to explain the top 5 answers below:

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  • Sales – What the Data Tells Us – The Series

    • August 14, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    This article series is called Sales – What the Data Tells Us.  While some of the articles simply report the research and/or data, others share either my insights about the data or provide data to support my insights.  Here are the articles:

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  • Fact Based Reasons Why New Salespeople Fail – Data Points

    • June 28, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Did you ever have a new salesperson fail?  Did you ever have one who was highly recommended fail?

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  • Motivating Your Unmotivated Salespeople

    • May 15, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    When your compensation and incentive programs aren’t getting the job done, it’s time to look beyond the traditional motivational programs and get creative. There are a number of other ways to motivate salespeople and I’ll discuss three of them here.  I’d love to have you comment with your personal favorites.

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  • Top 15 Ways to Grow Sales When Sales are Down

    • April 25, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    When sales at your company have stalled, what do you do?

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  • When the Weak Economy Collides with Ineffective Salespeople

    • March 26, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    As the daily stories of economic woes continue to be featured in the headlines, most companies have their own version of the current economy and its affect on them.  From the perspective of the sales force, we help overhear your salespeople returning from calls with objections like:

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  • Focused Sales Efforts Temporarily Improve Sales Competencies

    • March 10, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Every company has people whose sales competencies are not fully developed. Perhaps their salespeople don’t find enough new opportunities.  Maybe they don’t ask for referrals often enough.  It’s possible that opportunities languish in the pipeline for too long.  There are a number of reasons for results like these, from weaknesses that prevent your salespeople from performing as desired, to sales management’s ineffective motivation, setting of expectations, coaching and accountability.

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  • Can a Womens’ Rights Activist Help Your Sales Force?

    • December 1, 2007
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    But this is a Blog about Understanding the Sales Force so how does Gloria Steinem’s speech tie in?  One of her many insights referred to what women should say (to themselves) when they look at themselves in the mirror.  She urged them to say things like, “I see a business owner” or “I see a candidate” instead of “I look fat.”

    Well, that’s exactly what you need your salespeople to do each morning if you want them to become over achievers. 

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  • Top 10 Articles for Growing Sales

    • November 28, 2007
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I thought it would be a good idea to point you to my top articles for growing sales.  Some of you haven’t been reading this Blog since the beginning, and the best articles are not necessarily the most recent nor the most popular, so it’s pretty difficult to identify them from the 400 plus posts I’ve compiled in the last four years.

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