sales core competencies

  • Big Data and Big Lies Have Arrived in the Sales Training and Assessment Space

    • June 3, 2016
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Yesterday I received an email that you might have received too.  It was a promotion from Top Sales World (TSW) to download a “Free Big Data-Driven Sales Training Report for Your Industry.”  TSW was simply the messenger in this case, with the provider being The Sales Board.  Like many of you, I clicked through and saw that their report was based on their assessments.  And this is where it got really interesting for me!  Their website read an awful lot like OMG’s – only the numbers were very different…

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  • 10 Sales Competencies of Steve Jobs

    • August 21, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Despite his miserable people skills, he was on a mission to design products which would change the world.  But, Steve Jobs was a great salesperson and this article discusses ten things about Jobs, the salesperson, which you might want your salespeople to emulate.

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  • Salespeople Become More Effective But Can They Become Worse?

    • September 9, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Objective Management Group (OMG) provides Progress Evaluations to determine how much improvement has taken place during the period of time since an individual or a team was originally assessed.  In most cases, especially when effective training and coaching has taken place, significant to dramatic improvement occurs.  Occasionally though, a salesperson will appear to be worse – weaker – than the first time.  How could this be?

    I’ll explain some of the scenarios where this should not be alarming, as well as some where it should.

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  • 5 Advantages That Overcome Inequities on the Sales Force

    • June 28, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    There are five areas where the sales force can develop a huge advantage over its competitors:

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  • Top 10 Rules for Getting Salespeople to Follow Your Sales Process

    • March 8, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    A lady approached the priest after the service and felt terrible because she had been leaving early to tend to her sick husband.  The priest said that this didn’t apply to her; she was already making a sacrifice by attending, and should care for her husband.  She paused and finally said, “But he passed away three years ago!”

    This story got me wondering about the widespread misuse of the sales process. 

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  • The Secret – The Ancient Scrolls and its Impact on the Sales Force

    • March 24, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Since this book is not the Kabbalah itself, rather a Cliff Notes version, it tends to read more like a self-help book. It is far more powerful than a self-help book though as it points to a number of rules that will cause a transformation in one’s life.

    Seven of the desired behaviors are consistent with the philosophies in Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball as well as Objective Management Group’s Sales Assessments:

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  • Sales Competencies and Case Histories from Using Sales Assessments – The Series

    • August 20, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    This series of articles describes the various case histories, findings and entertaining stories from assessments used on sales candidates and evaluations of sales forces.

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