Who We Are

Kurlan & Associates, Inc. was founded in 1985 by Dave Kurlan, a renowned expert in sales force assessments, training and strategic growth strategies. For over 35 years, the firm has helped companies with sales team evaluations, sales process optimizations, sales and sales leadership training, and sales transformation.

The management and senior consultants at Kurlan & Associates bring over 125 years of both domestic and international experience to clients. We pride ourselves on providing unprecedented services to all sizes of businesses from small entrepreneurial companies to Fortune 500 corporations. We have earned recognition for our expertise spanning over 200 industries for our cutting-edge and results-oriented approach to sales growth.

We Love What We DoWe bring decades of proven industry expertise in driving our sales development approach.

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We look forward to getting to know you and helping to take your company to new heights!

Why Choose Kurlan

We Get Results

Our experts are focused on the solutions required to help achieve your desired results.

Highly Experienced

Regardless of the situation for which you need help,  chances are, we have seen it and solved it before.

Team Engagement

We get your sales team engaged.  Whether it’s your salespeople, sales managers, or sales leaders, and whether it’s training or coaching them, we will create change through engagement.

Expert Role Plays

We demonstrate what good conversations should sound like by extensive use of unscripted role plays and nobody is better at that then the trainers at Kurlan.

The management and senior consultants at Kurlan & Associates bring over 125 years of both domestic and international experience to clients. We pride ourselves on providing unprecedented services to all sizes of businesses from small entrepreneurial companies to Fortune 500 corporations.

Our philosophy is to provide each client with a unique solution that is customized to achieve their desired outcome. Depending on the client’s size, industry and complexity of issues, each Kurlan engagement is designed to meet their specific needs.

All of our strategic partners must have one primary objective – help us make our clients stronger. That’s it. Our services are laser-focused on sales development. Our partners provide the core competencies that we don’t. They must fit with our clients’ needs and play well with the others in the sandbox so all of our actions are unified in your interest. You’ll see that whether it’s a tool, application or consulting firm, we have already done the due diligence so that you don’t have to.

We are renowned experts in sales force evaluations, sales process, training and strategic growth strategies

1,300 Clients
Served
200 Industries
Served
35 Years
Established
55 Awards

Our White Papers

Understanding the Sales Force
  • Three Dog Night Classic is Foundation for Present Day Selling

    If you start with the having fun part you can’t go wrong.  Most selling is WAY too serious, way too dependent on bullet points from slides, talking points from company narratives, and the oh, so boring vomiting of company and product information.  Where’s the fun in all of that?  And if you don’t bring the fun, who wants to spend any time with you?  Differentiate!

    November 26, 2024
  • The Biblical Sales Force Part 3 – Numbers: Metrics and KPIs

    In my experience, most companies have KPIs in their sales organizations but the real issue is usually whether or not the KPIs they trot out actually drive revenue. In most cases, they do not.

    KPIs must be forward looking indicators, not lagging, or backwards looking results and most companies fail to make that key distinction.  While last month’s revenue and gross profit numbers are an indicator of how the company performed (past tense), they do not indicate how the company WILL perform (forward looking).

    November 23, 2024
  • New Competency Has 10 Attributes for Post 2024 Sales Success

    The problem is not that prospects and customers expect you to lie, the problem is that they wonder if you are being truthful, especially when it sounds too good to be true or they believe you are telling them what they want to hear.

    Thank God that Larry Levine wrote and published Selling in a Post Trust World earlier this year!  That’s a book that will help you adapt to these changing times.  Another book that will have you selling more and selling with integrity is my timeless book, Baseline Selling-How to Become a Sales Superstar.

    In addition to the 21 Sales Core Competencies that are current best practices, I officially recommend the following ten, additional, post 2024 selling attributes:

    November 18, 2024
  • Getting Salespeople to Prospect When They Aren’t Prospecting

    While some growth can be expected to come from effective account management, the kind of growth desired by most companies comes from consistently finding and closing new accounts. While companies love their inbound lead-generation programs, and those programs do generate leads, the quality of the leads, and the quality of the meetings booked by those young and inexperienced top-of-funnel kids, leaves much to be desired.

    November 15, 2024

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