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
  • Focus on Winning to Drive More Sales and Revenue

    In baseball, the coaching staff gets a report from their advanced scouts and from that report the coaches create a game plan.  How to pitch to that hitter, how to get this hitter out, what to expect from this pitcher, what pitch he likes to throw when he’s ahead in the count, the strength and accuracy of the outfield arms, etc.

    Some companies do some account planning for major accounts, but not nearly enough of this takes place.

    What will happen to your business if you spend more time thinking about how to win, and less time focusing on your numbers?

    February 20, 2024
  • Don Kent and My 8 Reasons For Inaccurate Sales Forecasts

    1960’s Don Kent is like a 2020’s salesperson. Excited about an opportunity, but wrong. And they don’t have to be wrong, shouldn’t be wrong, and honestly, can’t be wrong. The 2020’s salesperson may not have computer models, but they do have technology and it’s not the technology getting the forecast wrong.  It’s the salesperson.  There are a number of reasons they get so excited and get it so wrong but here are eight good ones:

    February 15, 2024
  • Whipped Cream! The Easiest Way to Lower Sales Resistance

    Most sales training fails to address the single most important condition of a sales cycle – resistance – thereby rendering the sales training semi-useless.  When resistance appears, it does not matter if the sales process, methodology, tactics and strategies are good or even great, unless salespeople are equally great at lowering the resistance. 

    February 13, 2024
  • How to Identify Candidates Who Will Succeed in Your Sales Roles

    Suppose you have a project or task that you don’t particularly enjoy doing, but despite your lackluster feeling, must complete it. Do you seek out the most efficient way to complete the project or task, or default to the most inefficient way to complete it?

    Let’s take recruiting, selecting and hiring salespeople.  For HR, that’s part of their job.  Despite how important new salespeople are to the future of a company, Sales Leadership attempts to get recruiting over with as quickly as possible, often prioritizing speed to hire over cost to hire, talent and capabilities.  Why?  They aren’t using the most efficient process and tools to hire the best salespeople.

    I’m hiring a salesperson for a client and using my time-tested process which we also train clients to use (so that WE DON’T have to recruit!).  My experience shows that 10% of the candidates will be viable but, of more importance, how do we know which 10% to focus on?  The stats for the first week were:

    February 9, 2024

Our Clients

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