Great salespeople

  • 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.

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  • 21,000 People Agree That These are the Top 5 Traits of the Best Salespeople

    • February 24, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Readers are always referring me to articles that list top sales traits, that discuss what makes salespeople great, that name the most important selling skills, or that otherwise contradict the science-based findings and statistics that I share in my articles.

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  • Sales Podcasts and Video Interviews are Better Than Sales Articles

    • January 27, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Over the years there have been a number of interviews that were well done, and worth listening to and/or watching.  A good interview is so dependent on the interviewer, the questions they ask, and their ability to go off script and let the conversation flow.  

    It is finally time to devote a series to podcasts and interviews.  Here are the top interviews with me from the past several years with the most recent at the bottom of the list:

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