You searched for consultative - Page 7 of 34

What If Pay Equity Comes to Sales Teams?

February 28, 2023
Posted by: Dave Kurlan
Category: Understanding the Sales Force

When pay equity comes to sales teams, top performers will be the group that is most affected. While it is too early to know whether their incomes will be reduced, they will be compensated equally with the worst performers on the team. If you are a top performer, and you are no longer earning significantly more than the worst performers in the company, what would you do? Here are some possibilities:

4 Types of Sales Positions That Can Never Be Replaced by AI

February 22, 2023
Posted by: Dave Kurlan
Category: Understanding the Sales Force

We’re seeing ChatGPT’s ability to create human-like articles, essays, poems, notes and messages.

I just asked ChatGPT to write a short poem on the death of selling. Here’s what it generated.

These 6 Keys and New Data Help Your Sales Team Outperform The Rest

February 16, 2023
Posted by: Dave Kurlan
Category: Understanding the Sales Force

They found that top performers make 54% more switches – the back and forth in conversations – than everyone else and 78% more in their presentations. The presentations made by top sales performers are not monologues!

The Difference Between Sales Competencies, Sales Capabilities and Sales Outcomes

February 14, 2023
Posted by: Dave Kurlan
Category: Understanding the Sales Force

If you watched Super Bowl 57, you observed two teams that simply refused to give up or give in. Sometimes, that’s the feeling I get when I’m writing articles and I have solid data on my side, while dozens of competing authors just won’t stop their constant barrage of articles using junk science, anecdotal evidence, and alternate facts.

Made Up Sales Statistics and Their Contrast to Real Data

February 2, 2023
Posted by: Dave Kurlan
Category: Understanding the Sales Force

A sales consultant who knows that I geek out on sales data read that 84% of salespeople suck because they don’t enjoy what they do. A huge percentage of salespeople do actually suck but the actual number is closer to 75%. Is it really because they don’t enjoy selling?

“Spirited” Has So Much in Common with Most Salespeople

November 29, 2022
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Only 13% of all salespeople take a consultative approach to selling and almost none of them can be found in the bottom 50% – the group that fails to meet quota each year. A coincidence? On the other end of the spectrum, the top 10% of all salespeople are 4300% more likely to have the Consultative Seller competency as a strength!

How Many Authors Does it Take to Screw in a LightBulb Highlighting Selling Skills?

September 22, 2022
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Dan Caramanico alerted me to this dubious September 19, hbr.com article that explains their 5 Skills Every Salesperson Needs to Succeed. It took three consultants to screw in the lightbulb that illuminates their five stupid-as-shit skills so let’s take a look:

10 Sales Attributes That Don’t Differentiate Top Salespeople from Bottom Salespeople

September 12, 2022
Posted by: Dave Kurlan
Category: Understanding the Sales Force

I’ve written several articles (same as always) about OMG (Objective Management Group) Tailored Fits/Proofs of Concept where I analyze the differences between a company’s top producers and bottom producers to identify the findings/scores that differentiate their tops from their bottoms. That is the science of sales performance and sales selection and the last time I wrote about it was in this article from February of 2022. For comparison, the most recent example of a blowhard writing junk science without being scientific about what top salespeople do differently can be found in this article from August of 2022.

Today’s article (new article) will go in the opposite direction and discuss strengths and skills that don’t differentiate tops from bottoms.

Which is Worse – The Boston Red Sox or Your Sales Team?

August 23, 2022
Posted by: Dave Kurlan
Category: Understanding the Sales Force

The construction of the Red Sox roster is simply a Stupid as Shit Strategy or SaSS. Use of the word strategy means that it’s intentional and is a disservice to the word stupid!

Sales team construction usually lacks formal strategy and that suggests something accidental is at play. We tend to see the “we already had these salespeople” and then “these are the new salespeople who were willing to work for us.” New is a relative term as the newest 30% of the team continues to churn when and if they find candidates.