Search Results
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Sales Compensation – Exceptions to the Rule
- March 8, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ve previously written about sales compensation, with the average salesperson earning $96,000, a good salespeople earning $135,000 (varies by industry and geography) and poor and entry level salespeople earning around $67,000. Several companies have recently asked me about how to hire salespeople when you can’t afford to pay even the entry level sales compensation.
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Compensation Stupidity Again?
- August 18, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The candidates are out there. But when you offer to pay little more than entry level money yet expect your candidate to have a $250K pedigree, you will consistently fail to attract, select and retain top talent.
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Compensation – the Unchanging Role
- May 23, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s quite interesting to learn that a company is considering a change to the manner in which they compensate their salespeople. This typically occurs when a company has already discovered a flaw and management is hoping that a modification, usually in the form of more commissions and less salary, will motivate their sales force to find some new business.
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Exposing the DIY Sales Organization
- April 22, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When it comes to the ten best practices for sales organizations, most CEOs, CROs, CSOs, and Sales Managers lack the expertise in much the same way I lack the expertise to professionally construct landscaping, built-in cabinetry, and even Smoothies. We can do those things, but the DIY work product pales in comparison to a professional’s work product.
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250 Best Articles on Sales and Sales Leadership by Category
- April 4, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
These are the top 10 articles in 25 categories on sales, sales leadership, sales assessments, sales performance, sales excellence, sales process and more.
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Wouldn’t Sales Call Play-by-Play Analyses be Fun?
- January 27, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Most sales managers protect their salespeople instead of pushing them to improve. Most companies set budgets that formulaically increase year-over-year budgets by just 3.5%. The sales recruiting process and selection criteria at most companies are horrible. Most sales training is product-focused instead of sales development. Most salespeople are not consistently or effectively coached. Most senior sales leaders are indifferent about doing anything about those things.
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What Companies Don’t Know About Sales
- November 10, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We heard that the “Sound of Freedom” was a good movie but waited until we could stream it at home. We loved the movie, but we were moved even more by the closing messages displayed on the screen. The statistics are astounding, where as a result of human trafficking, mostly at the southern border, more children are enslaved today than when slavery was legal! We didn’t know what we didn’t know.
“Companies don’t know what they don’t know about sales” is true in most companies and sales organizations.
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Top 5 Keys to Hire Ideal Sales Candidates at Your Company
- September 11, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There’s no time like the present to hire salespeople but your sales recruiting strategy must consider the ever changing ebb and flow of the candidate pool. This article explains the five keys to hiring ideal salespeople for your company and has lots of data to back it up.
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Top 15 Categories of Reading to Improve Sales Team Effectiveness
- August 21, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Bookmark this article so that over time, if you want to improve your sales effectiveness, you can read articles from the topics listed below
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The Science of Predicting Sales Turnover
- March 1, 2023
- Posted by: Kurlan & Associates, Inc.
- Categories:
Between 1985 and 2010, my continued research, assessments, studies and analyses of more than 500,000 salespeople and sales managers, has yielded consistent, predictive recommendations about the performance of salespeople.