Understanding the Sales Force
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Major Assessments Go Head to Head – Part II
- August 17, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When you build a world-class sales recruiting process and use a best in class sales specific assessment, you can’t lose. You’ll consistently attract, identify, hire and retain stronger salespeople than ever before.
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The Death of Selling Part 4
- August 16, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
As I mentioned in my previous post on this topic I was invited to participate in a business forum on the topic of the ‘death of the sales force’.
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Sales, Sales Force, Salesperson, Sales Call – More Death
- August 12, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I can’t keep writing about this. It’s off topic. But it’s driving me nuts. The impending death of the sales call, the sales force and the salesperson is not only exaggerated, it’s a big lie.
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Two Major Assessments Go Head to Head
- August 10, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Are you getting the intelligence you need to select the right salespeople for your company?
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The Correlation Between the Findings and Performance
- July 28, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The only suitable measures are to correlate performance to the hiring recommendation using the manager’s measure of success – whether the salesperson is meeting or exceeding expectations, however different they may be from company to company, industry to industry, group to group and position to position.
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A Behavioral Styles Assessment vs. OMG’s Express Screen
- July 27, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
One end user assessed only 6 of their people. They cherry picked – their 3 best and 3 worst. They wanted to internally validate the results against some existing people that they knew. They also assessed those six using a popular behavioral styles test which is not sales specific. They said that the behavioral styles test pegged these people perfectly. But in this case, ‘pegged’ means the assessments described the people; their tendencies and behaviors, how they were perceived as people, but not how they would perform in the field or whether they should have been hired.
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Impact on Sales Performance
- July 25, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When your salespeople buy in such a way that it supports the selling process, they’ll expect their prospects to do the same.
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CRM – The Frontier Less Traveled
- July 24, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
CRM should be a no-brainer. That is, it should be highly evident, to even the most doubting of all Thomases, that being able to display the following information is not only helpful, but necessary.
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Getting Prospects to Respond
- July 20, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s not unusual for weak salespeople to generate business by marketing themselves. One of the many methods available is to drop brochures – with secretaries, on car windshields, at the bottom of driveways, via fax or email (not SPAM), attached to door knobs, but never in mailboxes unless you mailed them.
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Death of the Sales Force is Greatly Exaggerated
- July 18, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In a recent post, I blogged about my problem’s with Seth Godin’s article, Death of the Sales Call. Yesterday, a friend mentioned that he viewed a presentation about the Death of the Sales Force. It appeared to be based on an article originally posted in the spring of 2006 by Dr. David McMahon on the Graziadio Business Report. As the saying goes, the reports of this death are premature and greatly exaggerated.