sales assessments

  • Management’s Guide to the Top 10 Differences Between Sales Winners and Losers

    • October 19, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Friday I wrote this post and today I wrote this longer article about the Top 10 Differences between Sales Winners and Sales Losers.

    This post is the sales management version of the article referenced above.

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  • 10 Types of Sales Advisers and How to Choose the One That’s Best For You

    • October 9, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I’ll bet you know plenty about agreements, contracts, and legal compliance in your industry. You probably know enough about accounting, taxes and audits to get by too.  And I bet you know your way around insurance, investments and real estate.

    Despite all of that knowledge, I’m certain you have a great corporate attorney, corporate accountant, insurance advisers for commercial, benefits and personal lines, and a Realtor.  Some of these people may even sit on your board.

    Do you have a sales expert on your board? On retainer? Working with your sales team?  Your sales management team? On your sales infrastructure? On compensation and incentives?

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  • Hiring Salespeople is Like Baseball Expansion

    • September 15, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Earlier today I was interviewed by Hank Walshak for a white paper on Sales Process, Sales Production and Sales Performance. As we discussed sales production – the concept that more salespeople equals more revenue, I explained dilution as it related to Baseball.

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  • How to be More Effective Selecting Sales Candidates

    • September 8, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    When it comes to assessing sales candidates, I strongly discourage benchmarking and here’s why.

    Let’s start with recruiting salespeople.

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  • Signs That the Economy Will Soon Improve

    • August 22, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    We saw it again.  It happened this summer, the tell tale tip off that things are turning around, that CEO’s are feeling confident enough to resume hiring salespeople.  Express Screens Licenses have shown a significant upswing and there are suddenly many more in the pipeline.

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