Analogies
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How to Use Buckets to Improve Sales Performance and Coaching
- February 19, 2021
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
Buckets are important, especially when you’re attempting to coach up a salesperson or even improve your own sales performance. If you don’t have the OMG evaluation at your fingertips and can’t lookup the scores in 21 Sales Core Competencies, or see which attributes need to be improved, you’ll need to think in terms of buckets.
When salespeople are struggling, there are five primary buckets to consider:
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How Overthinking the Turnover Problem Impacts Hiring Salespeople
- February 12, 2021
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
This week I experienced a scenario with a large company whose executives thought they had it all figured out and were looking for solutions that were so poorly thought out that it was hard for me to keep a straight face. Curious?
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Key to Successfully Hiring Salespeople: Getting it Right Versus Getting it Over With
- December 21, 2020
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
Recruiting salespeople doesn’t need to be difficult or complicated, but it is a process and needs to be completed thoroughly and correctly. Ask yourself this question: eighteen months from now, would you prefer to have spent five months to get it right and have a productive new salesperson, or three months getting it over with, only to have to do it again four months later, and again four months after that.
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How a Mug of Dunkin Can Help You More Effectively Sell Value
- December 9, 2020
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
This is another Bob story. Bob was on a sales call and the prospect told him that they were looking for the lowest price. I hope you hate it when that happens. It’s a bad thing because while Bob was supposed to be selling value, a price-based conversation is transactional yet he’s supposed to be taking a consultative approach to support the value he provides. Would you like to guess what Bob did instead? Yup, he got them his best price. Ugh!
So what should Bob have done instead to turn this around and not waste everyone’s time?
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Data Shows That Your Sales Team is No Different Than Your Lawn
- November 20, 2020
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
But why do sales teams continue to fail, year after year, regardless of industry, and in every economy? Why don’t the numbers improve? Why don’t more salespeople jump from C’s to B’s? From B’s to A’s? From D’s to C’s? The answers – and there are plenty – are evasive. But let’s try!
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First Steps to Generate More Sales Opportunities Today
- November 5, 2020
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
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The Correlation Between Milestones, Sales Process and Sales Success
- October 26, 2020
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
Back in the early 90’s, in the very early days of OMG, only 9% of all salespeople had and/or followed a sales process. While that has improved dramatically in the last 30 years, to 45%, it is still way too low. Check out these findings.
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The Keys to Fourth Quarter Sales Success in 2020
- October 20, 2020
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
You’re probably going to hate this article! I’m going to show you that much of what is transpiring with the Pandemic could be having a greater impact than you realize relative to the future state of your business and you might not like what I have to say. As always, if you can hang in through some of the preliminary analysis, I’ll make the pivot to sales and business.
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Top 10 Reasons Not to Test Your Sales Candidates
- October 5, 2020
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
Testing is not only normal, it’s expected.
So why in the world is it so difficult to get Sales Leaders and HR professionals to test sales candidates?
We hear everything, including this week’s top 10 reasons for not assessing:
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New: The 21 Sales Core Competencies for 2020 And Beyond
- September 27, 2020
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
Like Apple, OMG updates its assessments on a non-stop basis but rolls out significant updates a couple of times per year. Last week OMG introduced the latest revision to the 21 Sales Core Competencies.
There are thirty competencies in all, each with between six and twelve attributes but some are more important than others and OMG measures twenty-one of them in the following three categories:
