Search Results
-
Data Shows That Only 14% are Qualified for the Easiest Selling Roles
- November 15, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Lays Potato Chips. Movie Theater Popcorn. Toll House Chocolate Chip Cookies. BBQ Ribs. Fudge Brownies. Rolos (a personal favorite from years ago). All junk food which, after having the first one, you just can’t stop there. You must have more. Lays even had that as a slogan back in the late 60’s – “Bet you can’t eat just one.” Back then I couldn’t stop at one.
Last week I wrote an article that said companies are hiring the wrong salespeople 77% of the time. It was very popular and there was a great discussion on LinkedIn but similar to the junk food, you couldn’t read that one article and move to another subject. You need to have some more.
That article was filled with data to illustrate the differences between good salespeople versus those who actually get hired most of the time. It was ugly and there were questions about the 77% like, “Where does that come from?”
Some of the supporting data came from the CSO Insights 2018 Sales Talent Study. Some of it came from Objective Management Group’s evaluations and assessments of 1.8 million salespeople. And I’m going to show you some data that most people never get to see. Take a look at these wild numbers!
-
New Data Shows that You Can Double Revenue by Overcoming This One Sales Weakness
- October 22, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
My article revealed that salespeople who are burdened with the need to be liked are far less effective at selling than those who don’t have that weakness. The biggest insight of all was that these salespeople were 47% less effective reaching decision makers!
This article will take the same approach and use the same data from Objective Management Group’s (OMG) evaluations of 2,064,425 salespeople to look at salespeople who are uncomfortable having a financial conversation with their prospects and customers. The latest data reveals that 60% of all salespeople have this weakness! What do you think it will reveal?
-
Data Shows 1st Year Sales Improvement of 51% in this Competency
- September 18, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I looked at the before and after scores for eight of the 21 Sales Core Competencies as well as the Reaches Decision Makers, Account Manager and Farmer competencies for a total of 11. See the table below:
-
New Data Shows That Elite Salespeople are 700% Less Likely to Do This
- August 20, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
How effective are salespeople when it comes to creating urgency? I’m not talking about salespeople who create urgency by telling their prospects that if they don’t order today the price will go up or it won’t be available. I’m talking about salespeople who create urgency by asking questions to uncover problems, the consequences and cost of which, create urgency.
-
Latest Data – Strong Salespeople Score 375% Better Than Weak Salespeople
- July 18, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Some of you might have seen Bryce Harper’s incredible last-minute barrage of home runs in the 2018 All-Star game. It’s one of the highlights of summer! Today I give you a barrage of my own with three killer videos and a powerful data-packed article.
-
Sales Pipeline Data Shows That Most Late Stage Opportunities Just Aren’t
- July 11, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you happened to read the article about most salespeople being fired or arrested if they worked in accounting then this is the sequel – Arrested 2!
-
Latest Data Shows Most Salespeople Would be Fired or Arrested if they Worked in Accounting
- July 2, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In this article, we will look to determine whether there is a correlation between sales percentile, sales pipeline and sales performance. And as has been the case with the last ten articles like this, the data is sure to surprise.
OMG includes a pipeline analysis as part of every Sales Force evaluation it conducts. We ask each salesperson 19 questions about four late-stage, proposal-ready/closable opportunities currently in their pipeline. In the table below, the percentage of salespeople who actually had 4 late-stage opportunities on which they could report are sorted by Sales Percentile.
-
New Data – Are Experienced Sales Managers Better Sales Managers?
- June 25, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Last week I wrote a revealing article which showed that Sales Managers are even worse than I thought when it comes to coaching their salespeople. That article stimulated this great conversation on LinkedIn.
Following that article I dug further into the same 9,000 rows of data to look at the role that tenure and experience have on sales management effectiveness. Who do you think are more effective – newer or more experienced sales managers?
-
The Latest Data Shows That Sales Managers Are Even Worse Than I Thought
- June 18, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today we’re diving into sales management and specifically, the Sales Management Coaching Competency. What you read will surely disappoint and shock you and might even cause you to puke in disgust.
-
Sales Playbook and CRM Problems – What the Data Tells Us
- June 6, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
That leads me to the growing demand for Sales Playbooks. Companies want them, get excited about them, believe they are important, pay tens of thousands of dollars for them, and invest many hours collaborating for a successful final document. You won’t believe the wasteful things that happen next!