Search Results
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Surprising New Data on Salespeople Busts the Myths about Relationship Selling and Social Selling
- June 16, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I had a theory about salespeople, but didn’t have the data to prove it out. I believed that social selling was a godsend to those in sales who were not great at relationship building – that by utilizing applications like LinkedIn and Twitter, they could reach out to new people, but with the benefit of hiding behind the glass screen. Do you think I was right? Or wrong?
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The One Sales Data Point That Varies Wildly
- June 13, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In my last article, we discussed big data and big lies in the sales assessment space and touched on OMG’s 230,000,000 data points. Most of the data points are very consistent across cultures and continents, but there is one that varies wildly depending on the role, the country, and the culture.
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Big Data and Big Lies Have Arrived in the Sales Training and Assessment Space
- June 3, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Yesterday I received an email that you might have received too. It was a promotion from Top Sales World (TSW) to download a “Free Big Data-Driven Sales Training Report for Your Industry.” TSW was simply the messenger in this case, with the provider being The Sales Board. Like many of you, I clicked through and saw that their report was based on their assessments. And this is where it got really interesting for me! Their website read an awful lot like OMG’s – only the numbers were very different…
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Very Alarmed Over the Latest Data on Sales Forces
- September 16, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Almost two weeks ago I weighed 188 pounds, gained 5 pounds over the 4-day Labor Day weekend and last Tuesday was up to 193. I ate well, lost 3 pounds over the next 3 days, went into the following weekend at 190, gained 5 pounds again and was at 195 at the beginning of this week. In other words, the good eating I manage during the week is all for nothing as my bad eating over the weekends cancels it out.
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Top 20 Reasons Why Data May Not be the Key to Boosting Sales
- June 11, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I read somewhere that data was the key to boosting sales. Really? Says who?
When you look into the “who”, it should come as no surprise that it’s the companies that provide data analytics that say so. Don’t get me wrong; data (and especially the right data) can be very useful. But data, by itself, doesn’t boost anything.
If you are getting the right data…
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The Science of Selling – Rules versus Data
- February 25, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The true science in selling is the research and data that explain performance. In Baseball, a good or bad year, by a team or player, is not explained so much by whether the rules were followed – they probably were – but by the statistics that explain why a good or bad year occurred. We have the same thing in sales and Objective Management Group may have the mother load of that data.
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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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Data Points Tell a Story – Prospects Buy Happy Endings
- August 9, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Our son, who is now six, doesn’t know the the full extent of what I do for a living. Rather than tell him that I’m a sales force development expert and explain the many facets of that, he knows that I have meetings (talk with people on the phone and in my office), that I do work (stuff on the computer), that I’m the boss of my office (12 people report up to me) and that I sometimes conduct training (show salespeople how to sell). I haven’t attempted to explain evaluating, compensation, incentives, metrics, recruiting, leadership development, executive coaching, consulting, strategies, systems or processes.
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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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How Indecisiveness Undermines Sales and Sales Leadership Effectiveness
- February 1, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you are driving down the road in your car, looking at your phone, fiddling with your radio, looking at people walking on the sidewalk, weaving in and out of traffic or speeding because you’re in a hurry, you are probably not a very good driver and bad things will happen.
If you have a pile of files on your desk, a to-do list that must be scrolled to read, past-due proposals, and an empty pipeline, you are probably not very well organized, don’t manage your time very well, and likely behind on quota.
We’re referring to things we do that prevent us from being as effective as we could be or need to be and there is another one we should discuss, and that’s when a sales leader has a Non-Supportive Buy Cycle attribute of needing to think things over. In the 4-minute video below, which you must watch to understand the concept, I explain how the indecisiveness of a sales leader prevents them from being able to develop, coach up and grow their sales team.