sales retention

  • What Is the Makeup and Function of the Ideal Sales Force

    • December 12, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I’ve written four White Papers over the last several years, all backed by science and data from the more than 700,000 salespeople and sales managers that Objective Management Group has evaluated and assessed.  They include:

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  • What Does Sales Longevity Really Mean?

    • September 9, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Objective Management Group has included the Sales Longevity Finding for about a year and clients still ask, “What does it really mean?”

    It’s really 3 things:

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  • Salesperson ROI – How Long Must They Stick to Pay Off? – Part 1

    • March 4, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Is there a connection between sales success and tenure?  Is it really a given that a successful salesperson will stick around longer than an unsuccessful salesperson?

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