sales personality test
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Sales Excellence Studies Propagate Mediocrity
- February 26, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you conduct a Google search for “sales excellence studies”, you’ll find more than 20,000 results. I’m sure that some results point to surveys which were conducted by others, but either way, that’s a lot of studies on sales excellence. If any of those studies were actually ground-breaking, insightful or truly representative of sales excellence, there would probably be fewer than a dozen. But there are not. There are many reasons why these studies are so lame, but let’s name just a few:
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Why Assessments Will Never Work for Some Companies
- December 11, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Assessments are awesome, especially when you choose the right ones, for the right purpose, at the right time. Despite the availability of some terrific assessments, they won’t work for every company.
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Why Corporate Sales Training Often Fails to Achieve Desired Results
- May 8, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Why do you train salespeople and sales managers?
Some companies want to educate them and improve their skills. Some feel obligated to provide training while others provide training to improve results. Some do it to help their salespeople, improve morale and feel good about making it available. These are all very noble concepts, but usually achieve disappointing outcomes.
Train your salespeople to change your salespeople. Until THEY change, their beliefs, behaviors, strategies and tactics won’t change. And there’s the problem.
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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!
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Are Your Salespeople Selling Price Like Sam’s Club or Value Like Nordstrom’s?
- November 12, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
So what does this say about the state of the economy and more specifically, about discounting and trying to win business based on price?
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Sales Competencies and Your Competition
- November 6, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Companies don’t invest enough time and energy being strategic and tactical about competition. The approach shouldn’t be economic as much as it should be tactical. Your approach should revolve around neutralizing your competition as opposed to being competitive with your competition.
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Sales Process – What Have You Gotten Away From?
- November 5, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There are about 45 executives in the room, many of them clients of Kurlan Associates. At two of the tables are clients that have been with the firm for so long, twenty years or so, that they have become great friends and two of them have become business partners at Objective Management Group.
One of the first exercises that the group participated in was Cash Optimization Strategies, and the first part of that exercise was Ways to Improve Your Sales Cycle.
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The Sales Assessment as Crystal Ball
- October 16, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Not all sales assessments are created equal.
That’s an understatement.
Yet it’s when a client pushes back – not when they look at the recommendation or prediction and accept it – that we get an opportunity to bring our sales assessment to life.