Search Results
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Tom Peters – Sales Excellence
- October 22, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I see this all the time. Presidents lamenting over their sales force when, so often, the Presidents are the problem!
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The Sales Assessment as Crystal Ball
- October 16, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Not all sales assessments are created equal.
That’s an understatement.
Yet it’s when a client pushes back – not when they look at the recommendation or prediction and accept it – that we get an opportunity to bring our sales assessment to life.
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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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The Lost Gospels – Most Sales Candidates Really Suck!
- August 6, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You must have a structured, world-class, sales recruiting process that features a world-class sales specific assessment to consistently identify the sales candidates that will prosper at your company.
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Turning Order Takers into Salespeople
- July 15, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Last week we brought our six-year old son to the batting cages where, for the first time, he hit against little league pitching. Big deal? You bet. Up until last week, he was clobbering whiffle balls with whiffle bats from about twenty feet away. At the cage, he was wearing a batting helmet, swinging a heavy metal bat, and seeing baseballs thrown at 35 MPH from 45 feet away. It was a huge difference.
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The Challenge of Developing Sales Engineers
- June 3, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A large well-known technology company has a group of sales engineers that were recently evaluated. When we ran the analysis on the data, it was clear that most of the 60 sales engineers preferred to be on the engineering side and not the sales side. They lack the desire to be successful salespeople, they don’t enjoy selling, they aren’t money motivated and they aren’t committed. So before we can even worry about what they have or don’t have in the way of selling skills, these findings tell us that they can’t be developed, have no incentive to change and shouldn’t be in sales.
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New Salespeople – Realistic Expectations
- March 6, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You’ve seen new salespeople start out and inside of 60 days, build a pipeline to be proud of. You’ve had some that started and couldn’t seem to book appointments without your coaching. You’ve had some that were able to close some new business sooner than anyone expected. You’ve had some who couldn’t get started because they didn’t want to speak with a prospect until they knew they could carry off a perfect phone conversation. You’ve had some who never got started at all. Why all this variation?
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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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A Sales Management Candidate Shows His True Colors
- November 8, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I only had to invest 45 seconds with a candidate that my client wouldn’t want working for him! Get the details!
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Golf Nuts and Commitment to Sales Success
- October 10, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Based on my research data of more than 300,000 salespeople, it’s evident that no more than 6% of the sales population is so motivated as to get coached, attend seminars, watch videos, read books and practice every day.