Analogies
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The Crucial Step Missing from Most Sales Training Programs
- September 21, 2020
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
There is a lesson here for those of us in the sales development space. When we train, coach and develop salespeople, we must demand that customer service get the training and coaching required so as to not sabotage the great work we do with sales organizations.
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Masks and Sales Assessments – You Lose a Little Freedom and Control for Safety and Confidence
- September 18, 2020
- Posted by: Dave Kurlan
- Categories: Analogies, Sales Assessments Compared, Understanding the Sales Force
The same thing happens when clients use Objective Management Group’s (OMG) accurate and predictive sales candidate assessments. They lose a little freedom because they no longer arbitrarily interview salespeople who they feel like interviewing, and refrain from simply offering positions to people because they have a gut feeling about a candidate. However, they lose some control because one half to two-thirds of the candidates will not be recommended when they aren’t great fits for the particular sales role for which the company is hiring, or simply aren’t very good salespeople – period.
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How the Correlation Between Restaurants and Covid 19 Applies to Sales Assessments
- September 17, 2020
- Posted by: Dave Kurlan
- Categories: Analogies, Sales Assessments Compared, Understanding the Sales Force
But does it really matter whether this is causation? Is there that big of a difference? Is correlation enough? It depends on what you are trying to show. Let’s take sales assessments for example.
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Most Companies Can Boost Sales From 30-100% in Just One to Two Years
- September 10, 2020
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
Many companies already experienced at least 3 to 6 months of uncertainty and they can not withstand even 2 more months of that. As a result, companies are investing, streamlining, expanding, hiring and going all in to save their 2020s, and position their companies for historical growth in 2021.
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The Best Solutions for Hiring Great Salespeople for Your Company
- August 28, 2020
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
These are all examples of inappropriate solutions to the simple question, “What is the best way to get there from here?”
How about the simple question, “What is the best way to assure that the salespeople I am about to hire will succeed in the chosen role?”
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FDR and Sir Isaac Newton on Why Salespeople Fail
- August 25, 2020
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
Unlike the made up fears that prevent salespeople from asking tough questions, qualifying more thoroughly, or picking up the phone and making a cold call, the fear of burning alive in a hotel fire seemed like a pretty justifiable one.
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15 Things Salespeople Must Do to Make up for a Lackluster 2nd Quarter
- August 12, 2020
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
Last week we moved our son into his dorm to begin his freshman year of college. The college President’s opening remarks were virtual, so we joined the Zoom stream from our hotel room and listened in. He had some really useful things to share with the new freshmen and while his thoughts were targeted to the students, they apply quite equally to salespeople.
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Why it is so Difficult to Compare Sales Effectiveness from One Salesperson to Another
- July 15, 2020
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
Today we’ll discuss how to measure sales effectiveness of different salespeople despite there being so many variables to confuse the matter. You can scroll directly to that topic or, if you don’t mind, please read my 3 paragraphs of context.
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The Real Reason Why So Many Salespeople are So Bad at Selling
- June 8, 2020
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
In today’s article, I will explain why this problem exists and how it relates to a bigger problem in sales.
The people who don’t return calls are usually technical in nature. The garage door openers, gate electronics, and glass people are all entrepreneurs running small businesses and their expertise is not sales or customer service, it’s their technical subject matter expertise.
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One Thing Your Company Must Do Right Now to Increase Sales
- May 13, 2020
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
For example, since the 30 million who temporarily lost their jobs are receiving unemployment at more than 100% of what they were earning before, they aren’t facing the hardship the media would lead you to believe and the money is there for a reboot when it comes. But the really good news is for companies that are able to hire salespeople. Consider this!
