sales data
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Sales Playbook and CRM Problems – What the Data Tells Us
- June 6, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
That leads me to the growing demand for Sales Playbooks. Companies want them, get excited about them, believe they are important, pay tens of thousands of dollars for them, and invest many hours collaborating for a successful final document. You won’t believe the wasteful things that happen next!
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New Data Shows Sales Weaknesses Cause Powerful Chain Reactions in Salespeople
- May 30, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I have written extensively about Sales DNA over the years and today we will view Sales DNA from the perspective of sitting inside of a chemistry lab.
Sales DNA is the combination of strengths (or weaknesses) that support (or sabotage) the execution of sales process, sales strategy and sales tactics. Objective Management Group (OMG) measures and includes the 6 most powerful of those strands of Sales DNA in its 21 Sales Core Competencies. While I usually discuss the impact of these weaknesses, we have never conducted a lab experiment like this before!