Search Results

  • Dunkin Donuts – Time to Make Sales Compensation and Sales Competencies Work

    • March 11, 2007
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    You don’t have to be a fast-food franchise to learn from this lesson either.  Most companies are short-sighted when it comes to compensation and don’t see how paying more gets you more.  Of course a top salesperson costs double what an ineffective salesperson costs.  But a top salesperson will sell three to five times more than an ineffective salesperson.  In that case, how could you not structure your compensation around a top salesperson?

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  • Managing Salespeople That Work in a Remote Location

    • February 1, 2007
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    One of the newer findings in our assessment is whether a sales candidate can succeed in a remote location.  Two of the many items that make up this finding are (1) whether a candidate can work independently and (2) whether a candidate can work without supervision.  For some reason, these two findings have confused people – a lot – so I’ll explain the difference here.

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  • Sales and Statistics

    • August 22, 2006
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    If we judged Bob on sales alone we would have to give him failing grades for the 2nd quarter. If we judged him on his effort and his willingness to change and adapt, he gets an A. How do you judge your salespeople? How you do make sure that salespeople aren’t being judged by sales alone?

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