harvard business review
-
Not The Top 20 Attributes of Successful Salespeople
- August 1, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Several OMG Partners reached out to ask if I had seen the email that was circulating with the Top 20 Attributes of Successful Salespeople.
“I have,” was my response and, “Look for a blistering article on Monday.”
The article
-
Why Do You Think That Harvard Business Review Does This When it Comes to Sales?
- November 18, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…For years now, Harvard Business Review and its Blog on hbr.com have been accepting articles on sales that are usually laugh-out-loud wrong. The information is sometimes old and outdated, usually not routed in science, and sometimes simply stupid. While they
-
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
-
Has the Sales Profile of an A Player Changed Dramatically?
- February 3, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Recently, a number of readers asked me to review two articles which they thought were right up my alley. Apparently they thirst for one of my specialties – poking holes in articles that are just plain wrong about hiring salespeople.
-
More Junk Sales Science in HBR Blog
- April 14, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…What do donuts, chips, cake and ice cream have in common with some of the articles that are written and published about salespeople, sales selection and assessments? That’s right, they are all junk and junk is bad for you to
-
Harvard Business Review Blog Off Target on Sales Greatness
- March 5, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…This recent article in the Harvard Business Review Blog was as far off target as any I have ever debunked. Steve Martin lists 7 characteristics that he says differentiate great sales forces from good ones. His seven are:
- Strong Centralized
-
Is SELLING an Afterthought in Today’s Sales Model?
- August 16, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…
I believe that the blog at Harvard Business Review believes that it is. Once again, HBR was nice enough to run another article for me to dig into.This year, their authors consistently wrote articles on selling despite not really
-
Another HBR Article on Sales Leaves Me with Mixed Feelings
- July 20, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I was asked to comment on an article called The End of Solution Selling, which appeared in Harvard Business Review. The article was generally right on, but it also included several things that irritated me enough to question
-
Top 10 Questions for Salespeople to Ask and Stay Away From
- October 12, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…
The theme of my recent posts has centered around links sent by readers, asking me to weigh in with a counterpoint to the conclusions drawn in the articles. Today, I address yet another Harvard Business Review Blog article (how many -
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
I believe that the 
The theme of my recent posts has centered around links sent by readers, asking me to weigh in with a counterpoint to the conclusions drawn in the articles. Today, I address yet another