Search Results
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Cherry Picking
- May 16, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
“I know my body. I know what’s right and what’s not. I don’t need blood work or X-Rays. I just need to know why I’m always lethargic and have constant headaches. Can’t you just see me and check out my head?”
Evaluating part of a sales organization may in fact reveal something about the specific people we look at but it is never representative of the sales force as an entity.
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When Big is Bad
- May 12, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A recent discussion with a top executive from a Fortune 1000 company provided some great insight – for him – as to the difficulties that large companies face when attempting to optimize their sales organizations.
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Something’s Gotta Give
- May 10, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today we learned about a company that has 100% turnover – and they aren’t in the insurance business! This company burns out its 6-figure performers as well as the other 85% of the sales force, those who fail inside of 60 days.
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Be Still My Pipeline
- May 1, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We evaluated a sales force this week that had pipeline problems. Most companies have pipeline problems; they simply lack the awareness to recognize how serious those problems are. Of even more concern is how long it takes to fix a faulty pipeline.
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A Better Test
- March 12, 2004
- Posted by: Kurlan & Associates, Inc.
- Category: Magazine/Newspaper/Interviews
Hiring new salespeople can be the most important decision a sales executive makes on a routine basis. Effects of a bad decision can include lost sales, wrecked customer relationships and the heavy cost of replacing a rep who’s below par. Even average hiring decisions leave money on the table – the money your firm could make by hiring people who have the potential to become top performers.