Dave Kurlan

  • Found! The Caliper vs OMG Comparison: Which Sales Candidate Assessment is More Predictive?

    • December 1, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Almost nine years in the making, this article compares OMG with Caliper and I did update it so that the information on both assessments is current.

    I compared two assessments for the same candidate: one from Objective Management Group (OMG) and one from Caliper.  Not being one to pass up opportunities like this, I conducted another comparison where OMG recommended this person for the role and Caliper did not. 

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  • 2020’s Ten Must Read Sales and Sales Leadership Articles

    • November 30, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
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  • Why I Can’t Talk About This form of Rejection Anymore

    • November 25, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I want to ask for your help.  Please read these two rants and then comment – I really need your comments, inbound links and outrage to support my position.

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  • Data Shows That Your Sales Team is No Different Than Your Lawn

    • November 20, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    But why do sales teams continue to fail, year after year, regardless of industry, and in every economy?  Why don’t the numbers improve?  Why don’t more salespeople jump from C’s to B’s?  From B’s to A’s?  From D’s to C’s?  The answers – and there are plenty – are evasive.  But let’s try!

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  • Selling Over Video – The Six Things You Must Do Next to Improve Your Look

    • November 17, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    At this point, most salespeople have accepted that the majority of their sales “calls” will take place over Zoom or similar video platform.  However, accepting the reality of video selling, and maximizing that video selling for effectiveness, are two completely different things.  In today’s article, we’ll discuss the next set of steps you should take so that selling over video can be as effective as possible.

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  • The Problem With Having Crappy Sales Managers

    • November 11, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Sales Managers underperform at a mind boggling level.  Let me show you the degree to which most sales managers are unqualified.

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  • First Steps to Generate More Sales Opportunities Today

    • November 5, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
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  • The Correlation Between Milestones, Sales Process and Sales Success

    • October 26, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Back in the early 90’s, in the very early days of OMG, only 9% of all salespeople had and/or followed a sales process.  While that has improved dramatically in the last 30 years, to 45%, it is still way too low.  Check out these findings.

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  • The Keys to Fourth Quarter Sales Success in 2020

    • October 20, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    You’re probably going to hate this article!  I’m going to show you that much of what is transpiring with the Pandemic could be having a greater impact than you realize relative to the future state of your business and you might not like what I have to say.  As always, if you can hang in through some of the preliminary analysis, I’ll make the pivot to sales and business.

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  • New Data Shows an Overlooked Finding Correlates to Sales Effectiveness

    • October 15, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Compatibility is not only important, it could be one of the most overlooked criteria in hiring sales candidates.  Let’s do a deep dive! 

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