difference between good and bad salespeople
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Salespeople With This Weakness Score 47% Worse at Reaching Decision Makers
- October 16, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…A lot of the salespeople I coach have a weakness in their Sales DNA – their need to be liked. Approximately 58% of all salespeople have this weakness and on average, salespeople score 76% in that competency. Elite salespeople have
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Which 4 Sales Competencies Best Differentiate Top from Bottom Salespeople?
- October 9, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…The difference between great salespeople and weak salespeople has been debated for years. The articles in my Blog typically address these differences with science and data to support to my position.
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How Your Salespeople Measure Up in the 21 Most Crucial Sales Competencies for Modern Selling
- April 4, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Over the years I’ve debunked a number of articles that cited nothing but junk science. The authors often relied on observation, anecdotal evidence and personal opinion while proclaiming traits, competencies, skills and differentiators between top salespeople and everyone else. Today
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HBR or OMG – Whose Criteria Really Differentiate the Top and Bottom 10% of Salespeople?
- August 22, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…The Harvard Business Review is at it again. I honestly can’t believe that a publication like HBR continues to publish and push junk science about sales. Nearly every time they publish an article on sales or selling, they are usually
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Harvard Business Review Hit and Then Missed the Mark on Sales
- November 16, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Subscriber Ken Leeser pointed me to this recent Harvard Business Review article. Their observations of 800 salespeople weren’t significantly different from Objective Management Group’s data on 1831617 salespeople. Following is where they hit the mark:
Our data has an