Search Results

  • 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.

    read more

  • 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.”

    read more

  • 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?”

    read more

  • 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.

    read more

  • 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.

    read more

  • How the Rubber Band Sabotages Sales Performance

    • April 1, 2019
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I have written many articles about Sales DNA, the combination of strengths that support sales process, sales strategy and sales tactics; or, when it appears as a weakness and sabotages ones ability to execute.

    Unlike strategies and tactics, where you can learn and apply them, improving your Sales DNA requires much more effort and time.  

    read more

  • The Top 8 Requirements for Becoming a Great Salesperson

    • January 14, 2019
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Do you remember the moment you became a Salesperson?  Not a presenter, Not an order taker, but a true consultative sales professional?

    Here are some guidelines to identify the moment you turned professional. 

    read more

  • Which 4 Sales Competencies Best Differentiate Top from Bottom Salespeople?

    • October 9, 2018
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I reviewed data from nearly 511,000 sales evaluations and assessments from among the that Objective Management Group (OMG) has produced to date.  I compared 21 Sales Core Competencies (you can see much of that data here) of the top 5% (elite) with the bottom 50% of all salespeople.  Then I identified the 4 competencies with the biggest gaps and you can see those in the image below.

    read more

  • Finally!  Science Reveals the Actual Impact of Sales Coaching

    • September 7, 2018
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    You must have heard the joke that 73.6% of statistics are made up!

    I have read and even reported that sales leaders who coach their salespeople see a boost in revenue of around 27%.  It sounds like a realistic number but I have not seen any science to back it up.  Until now.  Check this out!

    read more

  • Does Being a Strong Qualifier Correlate to Having a Strong Pipeline?

    • August 7, 2018
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    My latest data mining project reveals that the answer to this question is a partial correlation.  

    Check out the two tables below and you’ll see just what I mean.

    read more