sales assessments
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The Sales Assessment that Dave Kurlan Developed
- February 9, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you sell high end business services and your salespeople earn in excess of $250,000 annually, would you want to use the same hiring and selection criteria that they use to hire salespeople that sell long-distance telephone services to anyone who will listen?
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How Does the Salesperson Affect Price Shoppers and Negotiators?
- February 8, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When salespeople have a discussion about money, price shoppers usually make it very clear what their intentions are. On the other hand, negotiators don’t usually advertise their intentions in advance. Instead, they’ll negotiate after they have received a proposal.
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3 Powerful Excuses for Maintaining Mediocrity in Your Sales Hiring
- January 26, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When I answered questions from the audience, the best one, in my opinion, was the most obvious. It went something like this:
“If your recruiting process works so effectively, and your assessments are so predictive, and they save so much time and money and consistently identify top performers, then why don’t more companies use them?”
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18 Business Trends For Your Sales Force
- January 21, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Before they handled one caller’s sales force challenges (excellent stuff) , they commented on the state of business out there right now.
They see:
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Born to Sell? Give me a Break!
- December 18, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We all have what we believe are better methodologies, strategies and tactics. But there are some topics that are just begging for data – not opinion – and the author I seem to target more than any other just wrote one such article on whether great sales pros are born that way. All opinion. But based on what? He doesn’t really say. He simply uses his two kids as comparison. The problem is, he is dead wrong and the data says so.
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Sales Assessment Completion Time May Impact Validity of the Findings
- December 14, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
How would you like to influence the development of our never-ending quest for improvement in our suite of world-class assessment tools? We constantly seek ways to expand our world-class insights, legendary accuracy, and real-world relevance.
I just reviewed some new data that shows the percentage of Sales Candidate Assessments that are completed in a particular amount of time.
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Are Sales Cycles Really Getting Shorter?
- December 11, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I read an article that claimed that winning sales cycles are getting shorter.
While I agree with everything else in the article, I questioned the 23% shorter because our substantial data does not support this claim. So where could the discrepancy be?
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Top 10 Kurlan Sales Management Functions – What’s Missing?
- December 9, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I was asked a really good question yesterday. Why wasn’t the Sales Force Evaluation or the Sales Candidate Assessments part of my series on the Top 10 Kurlan Sales Management Functions?
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Sales Development – 5th of the 10 Kurlan Sales Management Functions
- November 17, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Development is the ongoing development of your salespeople. It includes – and goes beyond:
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The Magic of the Sales Force Evaluation
- November 9, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Companies that evaluate their sales forces benefit from the insights, predictions, and findings that come from the wealth of relevant information. In addition to the many surprises, including problems they weren’t aware of, they learn of many opportunities too. These opportunities appear in the form of “what ifs”, where if they make certain changes or modifications to the current people, systems, processes and strategies, they can have a major impact on revenue and profit. Most executives view these opportunities as magic because where before there were only challenges and frustrations, they come to realize that with a different perspective they can achieve their desired growth and profit. This is pretty magical stuff!