KPI’s

  • Salesenomics – Many Sales Organizations Are Stuck in the 1980’s

    • November 22, 2021
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    When was the last time you saw a black and white television or even a console color TV?

    How about an electric typewriter?

    Or a car that didn’t have anti-lock brakes?

    You would have to return to the 1980’s to see those things and when it comes to their operations, some sales organizations are still in the 1980’s.

    For example, check out these statistics from OMG’s evaluations of 30,000 sales teams and more than two million salespeople.

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  • Fewer Sample Requests and Sales Proposals – What’s Wrong?

    • April 10, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Now, instead of sample requests, they’re getting commitments to do business and when they are ready, the sample requests lead to sales.  My client agreed.

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