sales force evaluation

  • What Are Reasonable Sales Management Expectations?

    • March 12, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I am often asked which of the various services we provide to companies can be done in-house, by the executive team.  Fair question.  Answer: All of them.

    So why would companies use us or others with our expertise?  Answer: Because when they try to do it in-house they aren’t able to get most of it right:

    read more

  • The Science of Selling – Rules versus Data

    • February 25, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The true science in selling is the research and data that explain performance.  In Baseball, a good or bad year, by a team or player, is not explained so much by whether the rules were followed – they probably were – but by the statistics that explain why a good or bad year occurred. We have the same thing in sales and Objective Management Group may have the mother load of that data. 

    read more

  • Should Special Effects Determine If You Have the Right Salespeople?

    • February 18, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    When we evaluate a sales force, one of the answers we usually provide is whether or not a company has the right salespeople.  Right for what?

    read more

  • The Ignorance Factor and Achieving Your Company’s Revenue Goals

    • February 1, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    What do the 12 sales consultants and trainers and 4 new clients have in common with Michael Oher?

    read more

  • 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?

    read more

  • 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:

    read more

  • 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!

    read more

  • How Many Salespeople Shouldn’t be in Sales?

    • May 8, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Our certified sales development expert in Singapore, Ray Bigger, of Think8, asked if we had data on what percentage of salespeople should be considered for a different role.  Of course we do, Ray!

    read more

  • Cultural Differences with a Sales Force Evaluation

    • April 21, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I was in New Orleans speaking at the Gazelles Coaches Summit, a prelude to the Fortune Magazine Sales Summit. I was asked a question about cultural differences with the Sales Force Evaluation: Is the lack of Money Motivation on an entire sales force in Ireland a cultural difference? My questioner went on to say that the good people of Ireland, when asked if they would like a cup of tea, need to be asked three times before they’ll say yes – even though they really want that cup of tea.

    The Money Motivation issue has only three possible outcomes:

    read more

  • Sales Assessments vs Personality Assessments Episode III – The PHD’s Strike Back

    • February 3, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Are PHD’s more sensitive to criticism than the rest of us?

    I heard from a few over the past week and they weren’t happy with what I wrote here and here.  I rocked their world and they couldn’t cope.

    read more