- December 11, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ve read an awful lot of studies and articles over the last several years and while most of them have merit, some of them are either dead wrong or have drawn incorrect conclusions. Here are the ones which have earned my criticism:
Has the Sales Profile of an A Player Changed Dramatically?
What’s Missing from the Report That Says Sales Training Doesn’t Make Reps Better?
How Wrong is the Harvard Business Article on How to Hire Salespeople
Now That You Have a Sales Process, Never Mind
Inc Magazine Gets it Wrong on Sales Prospecting
Latest Research on Personality Assessments for Sales Selection
Harvard Business Review Blog Off Target on Sales Greatness
Inc Magazine Misses on 13 Traits of Successful Salespeople
Inc Magazine Gets it Wrong on Consultative Selling
Sales Excellence Studies Propagate Mediocrity
Missing on the “Secrets to Developing Successful Sales Managers”
Dan Pink Hits and Then Misses the New Key to Sales Performance
Accenture CSO Insights – Sales Optimization Study
Harvard Business Review Revealing Study of Salespeople Makes News
IDG and CEB Draw Conflicting Conclusions on Sales Effectiveness
If You Structure Your Sales Force Like the Big Companies
CSO Insights – How Many Salespeople Made Quota in 2010?
Harvard Business Review Hit and Then Missed the Mark on Sales
Harvard Business Review Article on Sales Leaves Me with Mixed Feelings
HBR Blog – Worst Question for Salespeople to Ask
HBR Blog – Is Selling an Afterthought in Today’s Sales Model?
HBR Blog – Post Gets Salespeople Wrong
Harvard Business Review – What Customers Expect From Your Salespeople and More
Selling Power – Article Hits Then Misses the Mark on Sales
Software Advice – Do Your Salespeople Have to Give Up Control to Their Prospects?
The Numbers Don’t Lie – Why Companies Suck at Hiring Salespeople