Search Results
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Major Assessments Go Head to Head – Part II
- August 17, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When you build a world-class sales recruiting process and use a best in class sales specific assessment, you can’t lose. You’ll consistently attract, identify, hire and retain stronger salespeople than ever before.
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Two Major Assessments Go Head to Head
- August 10, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Are you getting the intelligence you need to select the right salespeople for your company?
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What is it About Baseball Books?
- July 12, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A recent post on 800CEORead.com was titled ‘What is it About Baseball Books?’. It was a good article but, given the audience, Top Management Executives, I wondered how the author, Jack Covert could have omitted the two baseball books actually written for his audience. They are Jeff Angus’ fine management book, Management by Baseball, and my book, Baseline Selling.
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Time Management vs. Job Management
- July 11, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If your salespeople are like most, they aren’t spending nearly as much time as you would like on their primary responsibility of selling. What to do?
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SPIN Selling and Miller Heiman Compared to Baseline Selling
- April 28, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A reader asked me about my book, Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball, and how it compares with SPIN Selling and Miller Heiman’s Strategic Selling. Both books – SPIN Selling AND Strategic Selling are good; but neither of them are selling systems or processes.
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Reasons Why Prospects Don’t Buy
- April 20, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Regardless of the reasons your salespeople didn’t get the sale, the issues listed above could have all been dealt with earlier in the selling process. Your job, should you decide to accept a true sales management assignment, is to make sure your salespeople recognize these issues before presenting or proposing a solution.
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Great New Book on Selling – The Inside Story
- March 15, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
My research and statistics from evaluating 250,000 salespeople revealed that 74% of all salespeople are ineffective.
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Closing the Sale
- March 4, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The interesting thing about this list is that most of the topics have little, if anything to do with closing. As a matter of fact, if a salesperson is effectively executing the process of selling, all of these topics are dealt with long before a salesperson determines that an opportunity is even closeable.
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How Are Assessments Used
- November 15, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Since I am an expert on assessments, I get asked to assess the assessments that are out there on a regular basis. Most assessments are quite good as long as they are used as intended. However, users, motivated by marketing and salespeople, are often lured into using an otherwise good assessment in an inappropriate way. This compromises the value of the assessment that now fails to provide the in-depth information, answers and actions that a more appropriate tool would give.
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Embracing Assessments
- September 27, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A sales VP from a Fortune 500 company asked what it takes for a company to embrace assessments when the company’s culture was not to use “such things.” Surely, there are some assessments that do fall into the category of “such things” but let us first separate the assessment into two categories: Pre-employment, where most of them fit, and diagnostic, where most don’t fit well unless someone learns how to connect dots that can’t be connected.