top performers
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An Inside Look at Why 3 Good Salespeople Failed and 3 So-So Salespeople Succeeded
- January 9, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You hired a great salesperson that didn’t work out. You hired a so-so salesperson that did work out. You hired another great one that kicked ass, and another one that was so-so. That’s the story of hiring salespeople. It’s mostly hit or miss with an emphasis on miss.
In this article I’m going to share an actual example that illustrates why this happens so frequently. I’ll show you tangible differences between three salespeople who succeeded and three who failed in the same role at the same company.
Most of the time when we perform these analyses the differences are usually seen inside of the 21 Sales Core Competencies – the performers are strong in the necessary competencies and the failures are not.
So let’s dig into some data, shall we?
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21,000 People Agree That These are the Top 5 Traits of the Best Salespeople
- February 24, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Readers are always referring me to articles that list top sales traits, that discuss what makes salespeople great, that name the most important selling skills, or that otherwise contradict the science-based findings and statistics that I share in my articles.
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How to Get Top Performance From Your Salespeople in December
- December 5, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Heading into the last week of the month, quarter or year, would you prefer to be ahead of goal or behind? And what about your salespeople – would you prefer for them to be ahead of goal or behind?
Are you sure? I didn’t ask how you wanted them to finish…