Search Results
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10 Critical Best Practices for Your Sales Force in This Crisis
- April 27, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
But if the past 6 weeks have taught us anything, it’s that with the right tools, strategies, mindset and tactics, we can adapt and even thrive. For those who may read this after May 1, 2020, the following best practices are based on where we are as I write this on April 27, 2020.
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Why Reopening the Economy Won’t Be Enough To Turn Things Around
- April 20, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
They will begin reopening the economy in three phases, but with some restrictions. Sounds exciting, doesn’t it? It’s sure as heck much better than what we have today, but will it work? In this article, I’ll explain why it won’t work like they hope, and what must occur for the economy to thrive again.
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Why the Future of Selling Won’t Resemble the Past
- April 17, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s April 17 and nearly every salesperson is selling from home. It’s just temporary, right?
Maybe. But what if it’s not? According to the President, Vice-President, Scientists and some Governors, the economy will begin reopening in stages, perhaps as soon as May 1. So it’s back to the office and your territories, right? Wrong. You’ll still be home. Welcome to the future of selling where I’ll share my top five reasons why.
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New Data Reveals a Finding That Correlates to Sales Success
- January 29, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We had a request for some data from one of our longtime partners. My knee-jerk reaction to her request was that it would be a big nothing burger. She asked for data that would show the difference between salespeople who are goal oriented and those who are not. I did not expect much of a difference except in the area of Motivation but I was wrong. Very wrong! Check out some of the profound differences this data mining uncovered!
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The Science Behind One Company’s Top Sales Performers and Why They’re So Much Better
- January 16, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There are comparisons of apples to oranges, red or green, black or white, stop and go, and the most relevant and current of all, liberals to conservatives.
In today’s article, I’ll share a hot/cold comparison of my own, but this one is about sales candidates. Back on January 9, my article about why 3 good salespeople failed and 3 so-so candidates succeeded, used the results of a top/bottom analysis to identify the reasons why.
Those results were unusual because many of the differentiators came from outside the 21 Sales Core Competencies. What does it look like when the differentiators come from within the 21 Sales Core Competencies? Take a look at this top/bottom analysis and you’ll quickly see the difference!
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Salespeople in Small Companies are 43% Better at This and Other Salesenomics Insights
- January 7, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You seek out the best products, best stores, best websites and best experiences. Doesn’t it make sense to wonder about where you can find the best salespeople?
I asked Objective Management Group’s (OMG) COO, John Pattison, to dig into some of our data from the evaluations of 1,932,059 salespeople from companies and provide me with some scores.
I reviewed the data and have a number of very interesting and surprising Salesenomics conclusions to share.
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The Most Successful Negotiation is The Negotiation That Isn’t Needed
- December 9, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This week, one company said that their terms are Net 75. I said, “I’m sorry, but we can’t solve your problem and be your bank. Our terms are due on receipt of invoice and it’s non-negotiable.”
They said, “Oh, OK.”
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Using the Most Powerful Sales Tool to Get What You Want
- September 16, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Leverage is the most powerful tool in your sales tool box because with leverage comes urgency and after you have urgency your prospect will qualify so easily you won’t believe it. They’ll ask, “What do you need from me?”
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How Big of a Role Does Age Play in Sales Effectiveness?
- August 19, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Young salespeople (0-2 years experience) tend to wing it, while older salespeople (20 or more years experience) tend to be more skilled and structured. Want proof? Let’s dig into the data.
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The 21-Day Solution for the Toughest Sales Weaknesses
- April 5, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I wrote a popular article called, How the Rubber Band Sabotages Sales Performance. That article discussed six competencies specific to Sales DNA and the impact those six have on performance when they appear as weaknesses. At the end of last week’s article, I promised to introduce a solution to you within a week and true to my promise, the solution follows.