sales team evaluation

  • Salesenomics – Many Sales Organizations Are Stuck in the 1980’s

    • November 22, 2021
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    When was the last time you saw a black and white television or even a console color TV?

    How about an electric typewriter?

    Or a car that didn’t have anti-lock brakes?

    You would have to return to the 1980’s to see those things and when it comes to their operations, some sales organizations are still in the 1980’s.

    For example, check out these statistics from OMG’s evaluations of 30,000 sales teams and more than two million salespeople.

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  • How To Stop Sucking by Understanding and Changing Your Sales Metrics

    • August 30, 2021
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Suppose a company reports that its win rate is 24%.  Does that tell you anything other than they suck?  It doesn’t tell us how badly they suck, why they suck, how long they’ve sucked, who sucks, or whether there is any hope for them to stop sucking.  And even if their win rate is double the 24%, the same questions apply. Let me explain.

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