sales stats

  • Only 11% of All Salespeople Do This at the End of a Sales Call

    • December 2, 2019
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Traditions are important.  They ground us, give us a sense of stability and purpose, and provide something that we can look forward to.  Rituals are like traditions in that they serve the same purpose, but occur much more frequently.  Selling, is filled with rituals, from the sales process we always follow, to those specific questions we always ask to those specific talking points, comparisons, and stories we always share.  Why?  They work!

    So it is with that sense of tradition that for the 10th consecutive year, I republish my Nutcracker article which is always the most popular article each December.

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  • Sales Process and Why So Many Salespeople Lose Their Way

    • October 17, 2019
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Last night I was on Interstate 90, the MassPike, driving home from the airport in a wind-driven rainstorm.  It was so bad I couldn’t see the white lines that divide the three lanes nor could I see the Jersey barriers dividing the eastbound from the westbound traffic.  It was almost as scary as the plane’s rocky decent from 30,000 feet in gale-force winds last night or driving in a blizzard! 

    The inability to see where I was and where I was going is what most salespeople experience when they sell.  Most salespeople don’t have a formal, structured, milestone-centric sales process to follow so they can’t possibly know where they are, and where they need to go.  

    Consider the following alarming statistics from Objective Management Group’s evaluations and assessments of 1,908,143 salespeople with regard to sales process:

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