top salespeople
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Found: A Great Article About How Important Salespeople Are
- September 7, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Yesterday, although I wasn’t looking for it, I found my laptop charger that I misplaced a few weeks ago. Today, I found a shirt I wasn’t looking for. It was purchased in May, but I had forgotten about it. Later today, a post appeared in my LinkedIn feed and although I wasn’t looking for an article by a physician, I read it and am so glad I did.
Would you like to know what I loved about that article? I’ll share, but first, consider that…
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Top Sales Videos and Rants From Dave Kurlan
- March 21, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
From time to time I record impromptu unscripted rants as well as some that are more well thought-out videos. From among the collection presented below, most are rants so the rants are much more popular. The most-watched (I have added to the list so there are more than 10 now!) videos are shown below in order of popularity and while I like all of them, I indicated my personal favorites with an asterisk. All but three of the videos are three-minutes or less, one is six-minutes, one is ten-minutes and one is eight-minutes. Topics include:
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New Data Reveals a Finding That Correlates to Sales Success
- January 29, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We had a request for some data from one of our longtime partners. My knee-jerk reaction to her request was that it would be a big nothing burger. She asked for data that would show the difference between salespeople who are goal oriented and those who are not. I did not expect much of a difference except in the area of Motivation but I was wrong. Very wrong! Check out some of the profound differences this data mining uncovered!
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Distraction, Engagement, and Selling with Great Efficiency
- October 24, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Many salespeople are so busy getting the work done that they don’t see how much selling time they waste doing administrative work that can be postponed until later.
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5 Year-End Awards from Top Sales World
- December 20, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I am always honored when my work is recognized and this year is no exception. The judges at Top Sales Awards named Objective Management Group (OMG) the Top Sales Assessment Tool for 2016. That marks the 6th consecutive year that OMG has won the Gold!
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Are Millennials Who Enter Sales Better or Worse Than the Rest of the Sales Population?
- August 31, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Millennials are more independent, more spoiled, have a shorter attention span, tend to be more into their technology than into people, don’t like working traditional hours, and don’t enjoy working in traditional ways. That said, would you expect them to be better or worse suited for selling than the generations who came before them?
I took to the data to see what story it might tell. I found data on more than 43,000 millennials in sales and here is what I learned. This information should be very helpful for hiring new salespeople and developing them as well.
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The Biggest Secret of Sales Rockstars
- October 20, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In the old days, after speaking at a conference, I would frequently be told that I was the top-rated speaker at the event. More recently, people have told me that I “Rocked!” One time, as I was being introduced, an audience member came up to me and said, “Don’t Suck!” We can’t always be rock stars…
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Revealing Study of Salespeople Makes News at HBR
- October 5, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This article has my first reaction to the Challenger Sale after news of the book first appeared in HBR back in 2011.
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Anatomy of the Million Dollar Producer
- May 3, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Do you have salespeople that aren’t profitable, don’t contribute enough to overhead, won’t change what they’re doing and simply aren’t benefiting the company?
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Top Producers, Top Salespeople, or Good Account Managers?
- August 27, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today I received an email from Selling Power promoting their latest webinar, The Hunter/Farmer Paradigm is Dead.