April 4, 2024Posted by: Dave KurlanCategory: Understanding the Sales Force Assessments ComparedData on Sales ExcellenceCoaching SalespeopleMUST READ: Are Assessments as Evil as the Persona Movie Suggests?Correlation: Salespeople Strong in This Competency are 2125% More Likely to be PerformersThe Data: What Percentage of Salespeople are Really Coachable?Found! The Caliper vs OMG Comparison: Which Sales Candidate Assessment is More Predictive?Top Salespeople are 8600% Better at This Than Weak SalespeopleHow to Use Buckets to Improve Sales Performance and CoachingThe Difference Between OMG and Extended DISC AssessmentsSalespeople With This Weakness Score 47% Worse at Reaching Decision MakersNew Data – Most Sales Managers are a Disaster When it Comes to CoachingA Behavioral Styles Assessment versus OMG’s Sales Candidate AssessmentData: The Top 10% of All Salespeople are 4200% Better at ThisActual Coaching Call – Use it to Coach Your Salespeople to SuccessChoose Which of These Two Assessments are More Predictive of Sales SuccessData – Top Salespeople are 631% More Effective at This Than Weak Salespeople An Easier Way to Coach Salespeople – For a WhileExposed – Personality Tests Disguised as Sales AssessmentsThe Best Salespeople are 791% Better at This Than Weak SalespeopleFinally! Science Reveals the Actual Impact of Sales CoachingMore Sales Assessment Imposters ExposedThe Best Salespeople are 2733% More Likely to Have This Than the Worst SalespeopleWhat Percentage of Sales Managers Have the Necessary Coaching Skills?Benchmarking Salespeople Sounds Great but Has Many FlawsNew Data Shows That Elite Salespeople are 700% Less Likely to Do ThisThe Secret to Coaching Salespeople and Why It’s So Scary Latest Research on Personality Assessments for Sales SelectionNew Data Shows That Top Salespeople are 2800% Better at Disrupting the FlowTop 20 Reasons Why Sales Managers Suck at CoachingAnother Sales Assessment Takes on OMG – What Does it Reveal?Change in Approach Leads to 304% Increase in Sales EffectivenessTop 10 Outcomes That Should Come From Sales CoachingSales ProcessSales Pipeline and MetricsOn Hiring SalespeopleSales Process and Why So Many Salespeople Lose Their WayDoes Being a Strong Qualifier Correlate to Having a Strong Pipeline?How I Learned I am a Sales Consulting ImposterHomicide Detective Makes Best Case for Sales ProcessOpportunity Blindness – What’s in Your Sales Pipeline?How to Identify Candidates Who Will Succeed in Your Sales RolesSales Process for the Anti-Sales Process CrowdHow To Stop Sucking by Understanding and Changing Your Sales MetricsThe Wrong Salespeople are Hired 77% of the TimeMost Sales Processes, Funnels and Pipelines are How Old?How to Transform Your Sales Pipeline TodayCan Malcom Gladwell Explain the Sales Hiring Problem?Is Your Sales Process Backwards, Upside Down or Stupid?Sales Pipeline Data Shows That Most Late Stage Opportunities Just Aren’tTop 10 Keys to an Effective Sales Hiring ProcessThe Correlation Between Milestones, Sales Process and Sales SuccessCompanies Rush to Get This One Thing in Place for their Sales Teams Before January62% Less Turnover and 80% Higher Quota Attainment When You Hire Salespeople the Right WayI’m Sorry But Your Sales Process SucksFix Your Mediocre Pipeline for Accurate Sales ForecastsCan You Find The Perfect Sales Candidates for Your Sales Team?The 3 Most Important Questions about Sales Process and My AnswersSales Pipeline – Reality vs. What Your Salespeople Know and ThinkKey to Successfully Hiring Salespeople: Getting it Right Versus Getting it Over WithHow To Determine If Your Sales Process Is EffectiveShould You Restage Your Sales Pipeline?There is More Than One Type of Bias in Hiring SalespeopleSales Process – Top 10 Reasons Why Sales Are LostSpeed Limits, Flow of Traffic and Sales PipelinesSales Selection Experiment: A Must Read Case StudySix Overlooked Factors When Hiring SalespeopleProspecting and HuntingQualifyingConsultative Approach to SellingPhone Prospecting – the Key to Scheduling MeetingsCan My Car Uncover Sales Qualification Criteria Better Than Most Salespeople? Inc Magazine Gets it Wrong on Consultative SellingCall Reluctance is Just as Popular as Ever!Does Being a Strong Qualifier Correlate to Having a Strong Pipeline?4 Reasons Why Salespeople Suck at Consultative Selling.Why Prospects Won’t Talk with You and How to Fix itTop 5 Reasons Why Salespeople Don’t Qualify EffectivelyWhy Uncovering Pain Doesn’t Close the Sale with a CEO and the 3 Conditions You Do NeedTop 3 Keys to Convert Phone Calls to Meetings31 Conditions That Predict Your Sales Opportunity is in TroubleMy Dog Has Better Listening Skills Than Most Salespeople and I’ll Prove ItThe Next ‘Can’t Miss’ Game Changer for SalespeopleThe $225,000 Selling Mistake Most Salespeople MakeHow to Know if You Are You Really Selling ConsultativelyCan These 5 Keys Determine the Fate of Cold Calling?Top Salespeople are 8600% Better at This Than Weak SalespeopleConsultative Selling, Commitment and Sales TrainingTop 10 Mistakes Salespeople Make on the Phone (Funny Read)On-BoardingChannel SalesTaking Your Prospecting to the Next LevelHow to Get New Salespeople to Take Off Like a Rocket ShipDave Kurlan’s 23 Steps to Improved Channel SalesTop 10 Mistakes Salespeople Make on the Phone (Funny Read)The Comprehensive 90 Day Orientation for New SalespeopleTop 10 Problems With Channel Sales – Don’t Be Held HostageTop 5 Reasons Why Sales Cold Calls Are So AwfulThe Crucial Channel Strategy You Can’t Get WrongChannel Sales – Don’t be Held HostageSelling ValueBest Analogies to SellingClosing and Win RatesWhy You Will Finally Pay the Price of Not Selling Value5 Reasons Sales Teams Underperform Like My Old Wiper BladesWhen Salespeople Can’t Close Closable Business – The Bob Chronicles Part 7This Simple Strategy Will Sell Your ROI and Value Proposition Every TimeOnly 11% of All Salespeople Do This at the End of a Sales CallThe Top 12 Factors that Cause Delayed Closings and What to Do About ThemPrice Quotes and the Inability of Salespeople to Sell ValueSquirrels Explain the Differences Between Top and Bottom SalespeopleEliminate Delayed Closings Once and for AllTop 10 Reasons Salespeople Can’t Move the Conversation From PriceSales Process is to Religion as Sales Methodology is to PrayerDiscovered – Data Reveals the Biggest Obstacle to Closing More SalesSelling Value – Everything You Always Wanted to Know12 Powerful Sales Lessons from “The Chosen”Improve Your Win Rate and Shorten Your Sales Cycle by Doing ThisWhy There is No Value When You Provide Value Via Special PricingRFPsTop 10 Reasons Salespeople Struggle to Get DecisionsHow to Add Value to Your Sales OfferingNew Data: Top Salespeople are 7562% Better at Winning RFPsTop 10 Keys to Determining and Improving Your Ideal Win Rate2 Questions That Will End Every Request for a Better PriceB2B Salespeople Send 16,000+ Unqualified Proposals Each Day!Sales Effectiveness – How to Win Every RFP That You Respond ToSales Team EvaluationsSales TrainingRelationship BuildingInsights Revealed in The Ultimate Analysis of the Sales ForceThe Problem with Self-Directed Sales Training and its Role in Developing SalespeopleChris Cagle – Great Example of Intangibles in SalesSales 102 – The Pitch Deck, the Price Reduction and the DataWhy Sales Transformation Achieves Better Results Than Sales Training AloneSurprising New Data on Salespeople Busts the Myths about Relationship Selling and Social SellingLearn How We Discovered They Had the Wrong SalespeopleThe Crucial Step Missing from Most Sales Training Programs12 Reasons They Didn’t Like You Enough to Buy From YouThe Magic of the Sales Force EvaluationHow Companies Choose Sales Training Companies is BackwardsWhat Relationship Builders Do Better Than All Other SalespeopleTop 20 Conditions that Dictate a Sales Force EvaluationTop 3 Reasons Why Sales Training Doesn’t Change Your Salespeople8-Year Old Houston Astros Fan Demonstrates a Huge Secret of Sales SuccessDid Our Sales Team Evaluation Uncover a Part-Time Job Selling Drugs?Keys to Selecting a Sales Training CompanyMiscellaneousDenial Over a Sales Force EvaluationA Toasted Bagel and 5 Minutes to Understanding the Impact of Sales TrainingWhy it is so Difficult to Compare Sales Effectiveness from One Salesperson to AnotherThis Philosophy Will Lead to Greater RevenueTop 25 Prerequisites for Successful Sales Training and Sales DevelopmentThe Sales Conversation CEO’s & Sales VP’s Must Have with HRMotivation/CompensationTop 10 Sales Training Realities Versus What You BelievedThe Crucial Channel Sales Strategy You Can’t Get WrongA Different Look at Sales CompensationExposing the DIY Sales Organization5 Steps to Grow Sales by 33% in 12 MonthsTop 7 Sales Force Compensation SecretsCore Competencies10 Attributes of the CEO Who Drives Sales and MoreNew Data: Is Sales Compensation Aligned With Changing Motivational Needs?Salespeople Will Close 50% More Business By Changing This One Thing They Do!Top Sales Videos and Rants From Dave KurlanThe Sales Compensation Plan from Hell and How to Improve ItNew Data Shows How Relationships and the Need to be Liked Impact Sales PerformanceCrappy Salespeople and Lack of Urgency Alignment Why You Should Care That Sales Motivation Data Correlates Perfectly With Sales EffectivenessHow Can a Simple Zero Derail a Sale or Deal?Startups Almost Always Get The Sales Thing WrongWhat We Can Learn from the Latest Data on Sales MotivationThe 21 Sales Core Competencies for 2021 and BeyondSales Podcasts and Video Interviews are Better Than Sales ArticlesCombining Goal Setting with Sales Competencies4 Types of Sales Positions That Can Never Be Replaced by AIHow to Change a Crappy Sales Compensation Plan to a Better OneSelling to Large CompaniesTech Buyer Explains Why He Has No Use for Salespeople – Must ReadSales Force Compensation – X Marks the SpotHow to Sell to Major Accounts That Love Your CompetitorA CEO’s Guide to the Differences in Sales Leadership RolesThe #1 Top Key to Keeping Salespeople Motivated Revealed HereSales Presentations to Big Companies – the Same as Political TheaterMagazine Discredits Their “Born to Sell” Article with Junk ScienceSales ForecastsTop 10 Reasons Why it’s Hard for Salespeople to Land BIG ONES3 Factors That Determine the Length of Your Sales CycleDon Kent and My 8 Reasons For Inaccurate Sales ForecastsLowering Resistance/ObjectionsAccountability and Excuse MakingTop 10 Reasons for Inaccurate ForecastsWhipped Cream! The Easiest Way to Lower Sales ResistanceSchedule Enough New Meetings?A Guaranteed Fix for Inaccurate Sales ForecastsTwo Fantastic Examples of Addressing Sales ObjectionsHow Better Accountability Causes Sales Performance to IncreaseSnowstorm & Weather Apps Explain Why 75% of Sales Forecasts are WrongHow Top Salespeople Anticipate and Manage ResistanceIs Excuse Making Actually the Biggest Obstacle to Increasing Sales?10 Steps to Crushing Your Sales ForecastsHow to Use the Your Experience with Turbulence to Overcome ResistanceWhat Do You Blame When Salespeople Don’tPredict the Weather but Control the Sales Forecast and RevenueManaging and Overcoming Resistance is the Key to Sales SuccessMovies and SellingThe #1 Key to Making Sales Forecasts Accurate AgainA Perfect Way to Handle Objections, Challenges and Push BackSuccessful Movie Franchises and the Keys to Effective CoachingEmail, Outbound, BDRs, and Social SellingPolitics and SellingGreat Selling Lessons in The MartianIncrease in Social Selling Yields No Improvement in KPI’sSenate Confirmation Hearings Show us What Salespeople Do WrongSpirited Has So Much in Common with Great SalespeopleDifference Between a Good Sales Email vs. Bad3 Selling Characteristics for the Age of Politics, Covid and RecessionMovie Contrasts the Best and Worst SalespeopleMust Read – This Email Proves How Poorly the Bottom 74% of Salespeople PerformTrump, the Iowa Caucus and Sales ImprovementNew Movie Has 3 Great Lessons for Sales and Sales ManagersData Shows Most Salespeople are Dinosaurs When it Comes to Social SellingDid President Obama Damage Salespeople’s Reputation?Baseball and SellingData Shows Most Salespeople are Dinosaurs When it Comes to Social SellingHow to Prepare for the Big Sales PresentationCoaches Benefit from Tryouts While Sales Managers Fail Using Gut InstinctMy Latest on Using Email to Book New MeetingsTime for Closing ArgumentsClosing a Tough Sale is Nearly Identical to Hitting a Home RunWhy I Believe We Should Blow up the Business Development Rep (BDR) Role in SalesDifference Between Best/Worst SalespeopleThe Philosophy of a Pitching Coach Will Improve Your Sales TeamFirst Steps to Generate More Sales Opportunities TodayThe Science Behind One Company’s Top Sales Performers and Why They’re So Much BetterA Home Run – How the Right Data Can Help You Hire Ideal SalespeopleDave Kurlan’s 10 Rules for Effective Sales Emails That Connect With New ProspectsAn Inside Look at Why 3 Good Salespeople Failed and 3 So-So Salespeople SucceededPitchers’ Fielding Practice is the Same as Role Playing for SalespeopleMusic and SellingThe Top 10% of All Salespeople are 4,000% Better at this than the Bottom 10% How to Simplify Coaching SalespeopleUse Music to Understand the 12 Criteria Prospects Use to Buy from YouWhich 4 Sales Competencies Best Differentiate Top from Bottom Salespeople?Hiring Salespeople is Like Baseball ExpansionSchool of Rock Demonstrates How to Sell to Existing Customers Latest Data – Strong Salespeople Score 375% Better Than Weak SalespeopleLeading a Sales Team is Even More Like BaseballHow to Motivate and Incentivize Pipeline BuildingNew Analysis Shows the 5 Biggest Gaps Between Top and Bottom Sales PerformersBaseball, Sales Cycles, and the Quest for ShorterThe Nutcracker and the 3 Crucial Lessons in SellingWhat is the Single Biggest Differentiator Between Top and Bottom Salespeople?Baseball and Selling – A Powerful AnalogyYour Last Chance to Make a Good First ImpressionBugged by the Difference Between Great and Lousy SalespeopleUsing Baseball to Select and Hire SalespeopleWhiplash on the Sales ForceThis Company’s Best Salesperson was 2500% Stronger Than Their WorstMy Latest Sales Epiphany from Watching Playoff BaseballChris Cagle – Great Example of Intangibles in SellingSales Coaching Lessons from the Baseball FilesPaul McCartney, Brian Wilson and Sales AssessmentsSales Coaching is Like Baseball – How Do You Rate?Rod Stewart and Barry Manilow Could be Your Veteran SalespeopleAnalogies from the BibleHow to Get Salespeople Who Don’t Prospect to ProspectProfessional Sales and the All-Star Jazz PerformanceHomicide Detective Makes Best Case for Sales ProcessGenesis: On Scaling, Hiring and Firing SalespeopleExodus: On Coaching SalespeopleImage copyright 123RF closing Dave Kurlan sales assessments sales effectiveness sales forecast sales hiring sales pipeline sales process selling value win rates
