Dave Kurlan
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How Wrong are Company Methods to Rank and Compensate Salespeople?
- February 23, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…When report cards and grades are available, measuring the academic success of your child or grandchild is a lot easier than it is to measure sales success. School grades go up and we say, “Great effort!” School grades go down
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Must Read – This Email Proves How Poorly the Bottom 74% of Salespeople Perform
- February 17, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I’ve written more than 1,400 articles for Understanding the Sales Force and every one of them has been my observation of salespeople, sales managers and sales teams. The observations come from sales force evaluations, sales candidate assessments, sales recruiting projects,
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School of Rock the Musical Demonstrates Selling to Existing Customers and Customer Service
- February 16, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…This weekend we had seats to the new Andrew Lloyd Webber Broadway show, School of Rock. Our son has watched the original movie around a dozen times and didn’t think there was the slightest possibility that the show would be
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Choose Which of These Two Assessments are More Predictive of Sales Success
- February 10, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…This week, a candidate for a sales position sent along his Predictive Index (PI) assessment so that we could compare it to his sales assessment from Objective Management Group (OMG). Most people have little sense as to how assessments compare
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Sales Coaching and the Challenges of Different Types of Salespeople
- February 8, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…When (other) articles and blogs contain sales statistics, they are often made up. For example, Andy Rudin wrote this article about made up sales statistics and I recently read this article by Stewart Rogers about made up statistics. Infographics and
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Has the Sales Profile of an A Player Changed Dramatically?
- February 3, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Recently, a number of readers asked me to review two articles which they thought were right up my alley. Apparently they thirst for one of my specialties – poking holes in articles that are just plain wrong about hiring salespeople.
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Learn How We Discovered They Had the Wrong Salespeople
- February 1, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Would you believe me if I told you that in a recent sales force evaluation, nearly 50% of the 300 inside salespeople were not in the right role? Recently, we evaluated a large inside sales force and I thought it
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Why This is Still a Great Selling Sales Book After 10 Years
- January 28, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I continue to be amazed at the staying power of my 2005 book, Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. 3 publishers have contacted me this year
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Sales Performance – Stop Worrying About the Words You Say
- January 25, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…When coaching, most sales managers change the words their salespeople use. “That’s not how I would say it – try this instead!” While there are a couple of key moments in the sales process where the words do actually matter,
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How Targeting Improves Win Rates and Shortens Sales Cycles
- January 19, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Now that we are nearly 3 weeks into the new year, have you changed anything with regard to goals, strategies or plans? How about targets? A few small tweaks to your targets can have a huge impact on revenue!
Targets