assessment

  • When the Weak Economy Collides with Ineffective Salespeople
    • March 26, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    This is a post on which you must comment after reading it – really.

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  • Sales – #1 on the CEO’s Agenda
    • March 3, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    This post on the Blog at IDC said the the number one agenda item for CEO’s in 2008 is sales.  With a weakening, uncertain economy, that shouldn’t really surprise anyone but thanks to the researchers at IDC, now we can

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  • More on Push Back from Sales Assessments
    • February 29, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Yesterday’s post generated a number of emails – mostly good.  But one particular question that was raised deserves a post of its own.  The reader asked, “why are your assessments so black and white?” and “why isn’t more attention paid

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  • Sales Force Evaluation – How to Deal with Push Back from your Employees
    • February 28, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Push back is what your salespeople give you when they receive the results of their evaluation.  Push back is what you get from your sales managers when they get the results of the evaluation of their sales force.  I’ve written

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  • Sales Force Evaluation – Times Have Changed
    • February 12, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I remember speaking at my first Inc. Magazine Growing the Company Conference back in 1994.  14 years ago, my primary message, the power of evaluating the sales force, was novel.  Even though the concept was brand new it was well

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  • Can Sales Assessments Actually Predict On the Job Success?
    • December 8, 2007
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I received a call from the HR VP of a large company that was very interested in using our assessments to select new salespeople.  I said the company was interested but the HR VP was out to prove how

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  • Top 10 Articles for Growing Sales
    • November 28, 2007
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I thought it would be a good idea to point you to my top articles for growing sales.  Some of you haven’t been reading this Blog since the beginning, and the best articles are not necessarily the most recent nor

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  • ARod, Lowell and Schilling Signings Have Additional Implications for the Sales Force
    • November 19, 2007
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Curt Schilling negotiated his own contract, took incentives over guaranteed money, and took less money than he could get on the open market to remain with the Boston Red Sox.  Alex Rodriguez went against agent Scott Boras’ advice and negotiated

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  • Changes on the Sales Force – Bragging is Inconsistent
    • November 15, 2007
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I spoke to a group of CEO’s in Buffalo today where one of the attendees (not a CEO) was bragging about everything his company has accomplished.  It’s great to see companies making changes for the better!  I’ll bet that this

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  • Developing Salespeople – a Hidden Finding
    • November 14, 2007
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I stumbled upon a new discovery this week while reevaluating a sales organization.  It appears that when the development process is under way, even those salespeople who did not have the Tendency to Become Emotional prior to training, develop this

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