Chris Mott is President of Corporate Training at Kurlan & Associates, Inc. In his role at the Company, he has successfully helped to grow sales in over 100 industries worldwide. You can find any of Chris’ blog articles here.

  • Why Good Sales Prospects Stop Returning Calls
    by Chris Mott on April 17, 2019 at 12:39 pm

    CSO Insights' 2018-2019 sales performance study shows that only 47.3% of forecast business closes. Imagine what would happen if the KPI's in other departments looked like this. In this short video I discuss one of the primary reasons this happens and how to fix it.&nbs […]

  • What You Should Measure to Grow Your Sales Pipeline
    by Chris Mott on April 9, 2019 at 2:44 pm

    Every CEO, President, GM or sales leader I speak to complains about delayed closing and inaccurate forecasts. This video post discusses why your sales pipeline may be a black hole. Opportunities are entered never to be seen again. Objective Management Groups data warehouse provides deep insight into solving this fundamental problem. […]

  • Simple Ways To Ask Better Questions
    by Chris Mott on February 26, 2019 at 5:42 pm

    Closing percentage can mean a lot of different things, including how much time you might waste from the point at which an opportunity becomes closable until it is actually closed. Let's say you close 30% of your proposals to new and existing customers. When you consider the 70% that you did not close, approximately how much time do you think you wasted? Is it 20%, 30% or higher? We know it's  not zero. One primary driver of this is our ability to achieve great clarity with our questions. In today's video I discuss the analogy of using bright lines and fine lines. This two-minute clip will help you improve your questioning process. &nbs […]

  • Hold Your Sales Management Horses
    by Chris Mott on February 11, 2019 at 7:47 pm

    Todays video blog discusses some of the things which prevent sales leaders from having maximum impact on their sales force. In the Pogo cartoon script, the phrase "We Have Met the Enemy, and He is Us" teases the problem.   Are too few of your salespeople missing quota or nor finding enough new business? Learn some time proven strategies to make your salespeople better. Attend our sales leadership Intensive and close your gaps! […]

  • The Wisdom of Baseball in the Context of Selling
    by Chris Mott on January 29, 2019 at 2:27 am

    Since September, I have conducted eight multi-day sales intensives for about three hundred salespeople. The vast majority of attendees had 5-25 years of tenure. When shown the graphic below virtually all agree they regularly skip steps between first and second base and run to third. […]

  • New Years, Commitment and the Sales Force
    by Chris Mott on January 7, 2019 at 10:25 pm

    A significant percentage of the annual revenue for gyms occurs in January. By late February or March, you can stroll into most health club without lines and work out without interruption. […]

  • Why Speed on Base Wins in Baseball and Sales
    by Chris Mott on November 5, 2018 at 11:33 pm

      Dave Roberts' stolen base in game four of the 2004 American League Championship started the Red Sox historic comeback against the Yankees that resulted in them winning the 2004 World Series. The mental battle between a runner and the pitcher (the runners who are threats to steal are often referred to as “Speed on the Bases” by broadcasters) perfectly describes what salespeople must accomplish to create a high-value relationship with a prospect. When the runner gets into the head of the pitcher, a base stealing opportunity is created. When you get your prospect to pay more attention to you than anyone else a sale becomes exponentially more likely.  In OMG's Relationship Building competency, 65% of Elite, 58% of Strong and 55% of the Serviceable salespeople are strong compared to only 36% of the bottom 10%. […]

  • What Happens When Sales Leaders Properly Use CRM
    by Chris Mott on September 24, 2018 at 6:28 pm

    Most companies design and execute sales process backwards. The problem is exacerbated by salespeople’s usage and adherence to process. Only 49% of salespeople in the 51st - 83rd percentile are strong in the Sales Process competency. Most of the A and B players are found in this group.Having evaluated hundreds of company sales processes, one of the common big gaps is the lack of a key milestone for common fit.  That milestone should focus on what must happen in order for the company to do business with the prospect and what needs to occur for the prospect to want to do business with them.In a recent client conversation about customizing their sales process I asked them to enter data for an in-process opportunity where the executives were on the call with the salesperson.Before I summarize what they learned from this a little context is necessary. The opportunity was an introduction from someone the salesperson had done significant business with. The ultimate decision maker was the VP of HR. The company president, the salesperson, my client and the person who made the introduction were all in the meeting.Here is the summary of lessons:• The expectations for the meeting did not include potential outcomes;• The President opened up about issues and challenges;• They had apparent frustration;• They failed to quantify the impact and frequency of the problems;• The referrer shared openly;• Little attention was paid to the real impact of the issues discussed;• A relationship was created but only on a vendor level;• They failed to discuss any compelling reasons to move forward;• They did not discuss whether there was a commitment to solve the problems they uncovered;• It was agreed the referrer would introduce my client to HR.During post meeting follow-up, the referrer backed away from being an advocate because HR either does not think there is a reason talk or had limited information over what transpired.The value from this exercise is not what the next step strategy should be, although defining this is critical and much easier having gone through the process. The value is in identifying what might have happened if the correct sales process was executed.While the ultimate outcome can’t be predicted, following the right process could have resulting in the following: […]

  • The Science of Developing Salespeople - Data Makes The Difference
    by Chris Mott on August 27, 2018 at 11:03 pm

    Objective Management Group has tested 1.8M salespeople since 1988. Of this, 6% are elite and 11% are strong. The remaining 33% who assess in the top-half represent the majority of most companies’ salespeople. Not surprisingly, half of the salespeople in the bottom lack good development potential, meaning they are not highly motivated to improve. […]

  • Make a Few Small Changes And You'll See Big Sales Results
    by Chris Mott on August 14, 2018 at 6:27 pm

    New data shows there is a meaningful relationship between the quality of your pipeline and your effectiveness in the qualifier and value selling competencies. By making a few small changes you will see a big impact. Watch this two minute video post to learn more. […]