Dave Kurlan
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Top 10 Keys to Determining and Improving Your Ideal Win Rate
- March 7, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What kind of car should you drive?
Answering that question with anything other than, “It depends,” is irresponsible because there are so many variables. Choosing a car depends on budget, family size, how much stuff you load into your car, the length of your drives, the logo/ego influence, fit and function, ergonomics, appearance, perceived value, reliability, cost to drive it (gas/electric/mileage), and so much more.
If that makes senses, why do companies struggle when I am unable to instantly tell them what their win-rate or closing percentage should be?
There are so many the variables that can influence your sales win-rate and here are my top ten keys to win rates:
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What If Pay Equity Comes to Sales Teams?
- February 28, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When pay equity comes to sales teams, top performers will be the group that is most affected. While it is too early to know whether their incomes will be reduced, they will be compensated equally with the worst performers on the team. If you are a top performer, and you are no longer earning significantly more than the worst performers in the company, what would you do? Here are some possibilities:
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4 Types of Sales Positions That Can Never Be Replaced by AI
- February 22, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We’re seeing ChatGPT’s ability to create human-like articles, essays, poems, notes and messages.
I just asked ChatGPT to write a short poem on the death of selling. Here’s what it generated.
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These 6 Keys and New Data Help Your Sales Team Outperform The Rest
- February 16, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
They found that top performers make 54% more switches – the back and forth in conversations – than everyone else and 78% more in their presentations. The presentations made by top sales performers are not monologues!
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The Difference Between Sales Competencies, Sales Capabilities and Sales Outcomes
- February 14, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you watched Super Bowl 57, you observed two teams that simply refused to give up or give in. Sometimes, that’s the feeling I get when I’m writing articles and I have solid data on my side, while dozens of competing authors just won’t stop their constant barrage of articles using junk science, anecdotal evidence, and alternate facts.
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This is What Would Happen if Bob Got Promoted to Sales Manager
- February 7, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
For those of you who are familiar with my series of articles about Bob – the worst salesperson ever – you can catch up by enjoying, laughing, and making fun of him here. 12 of the articles that show up on that page are about Bob!
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Made Up Sales Statistics and Their Contrast to Real Data
- February 2, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A sales consultant who knows that I geek out on sales data read that 84% of salespeople suck because they don’t enjoy what they do. A huge percentage of salespeople do actually suck but the actual number is closer to 75%. Is it really because they don’t enjoy selling?
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This Company’s Best Salesperson was 2500% Stronger Than Their Worst
- February 1, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s been four months since the baseball season ended but college baseball begins in less than 4 weeks and it will be fun to watch our son play for his college team (while freezing our asses off!). It’s also been a while since the last time I shared a top/bottom analysis but I completed one this week that I had to share.
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Top Salespeople are 8600% Better at This Than Weak Salespeople
- January 20, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
As you can see from the table above right, the top 5% of all salespeople are 56% stronger at qualifying than strong salespeople, 452% stronger than serviceable salespeople, and 8600% stronger than the bottom 50%. 8600% Stronger!!!! Who says qualifying isn’t important? See how your industry/salespeople compare.
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Sitcoms, Sales Process, Sales Assessments and Sales Competencies
- January 11, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Hubspot, an inbound marketing company published a list of 18 Sales Core Competencies which include non-sales competencies like customer service and data analysis. Job site Indeed published a list of 18 Sales Core Competencies which include non-sales competencies like leadership and change management. I’m not suggesting that these capabilities aren’t important, but in no way, shape or form should they be considered core sales competencies. Why would people turn to any of these lists of opinions when there is a widely accepted, definitive list of 21 Sales Core Competencies backed by science and data on more than 2.3 million salespeople?