Category: Articles

Is the Concept of Sales Process Really Antiquated?

We read about yet more school shootings, abductions, madmen dictators’ plans to rule the world, and any of the other recurring events that must be the work of pure evil. Do you get to the point where you say to yourself, “The world is going crazy!”? I do. I also think the sales world is going a bit crazy too.

What is the Best Sales Process for Increasing Sales?

I’m a baseball lover, die-hard Red Sox fan, and proud father of a 12-year-old baseball star. Having founded Kurlan & Associates in 1985 and Objective Management Group in 1990, the only surprise should be that it took so long to combine the two passions and write Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball, in 2005.

Top 10 Sales Training Realities Versus What You Believed

Dave Kurlan is a top-rated keynote speaker, best-selling author, sales thought leader and expert on all things sales and selling. It doesn’t matter who the sales trainer is. It doesn’t matter what the content is. It doesn’t matter what the subject is, but let’s choose making cold calls for appointments. It doesn’t matter which sales […]

Exposed – Personality Tests Disguised as Sales Assessments

Yesterday, I met with a long-time client who, in his previous company, used OMG’s Assessments to identify what needed to change in order to double revenue from $30 million to $60 million. In his new company, which is already about 12x that size, he wants to double revenue again. He said, “I just wasted two years with the _____ Assessment.” The assessment to which he referred was a personality assessment marketed as a sales assessment. It could have referred to any personality or behavioral-styles assessment.

Is the “Lack of Commitment to Sales Success” Finding Predictive?

So you have your sales force evaluated and in addition to learning why you are getting the results you are getting, and what you can do to significantly improve those results, you are surprised by some of the individual findings on some of your salespeople. One of the findings that generates the most push-back is Lack of Commitment to sales success.

Sales Selection Experiment: A Must Read Case Study

This kind of story doesn’t happen every day.

One of Objective Management Group’s (OMG) most successful partners had an opportunity to work with young business leaders that had never sold. They were assessed with OMG’s tools, and assembled into 5 teams, all selling the exact same product. They had to go door-to-door, sell an overpriced luxury item, in the same market, over a 3-day period.