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  • Discovered – Data Reveals the Second Biggest Obstacle to Closing More Sales

    • May 7, 2018
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Whichever way you turn, wherever you look, and whatever you listen to there is data. Polls, surveys, metrics, analytics, analyses, white papers, graphs, charts, infographics, tables, spreadsheets and more. There is data everywhere. 5 of my last 10 articles were based on data and I know that my regular readers love the articles that are based on data so I am writing about data again today.

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  • New Data Reveals Why Veteran Salespeople Are Not Better Than New Salespeople

    • April 17, 2018
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I mined Objective Management Group (OMG) data and compared salespeople who have been with their company for 10 years or more, with salespeople who have been with their company for five years or less.  Theoretically, the veteran salespeople should be better and stronger in every way.  But are they?  Let’s take a look and then let’s discuss exactly what we are seeing and why.

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  • B2B Salespeople Send 16,000+ Unqualified Proposals Each Day!

    • November 30, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    If you have a role in sales or sales leadership then what could be better than knowing exactly how you and/or your salespeople REALLY compare with the other salespeople in your industry or in the world?  Could anything be more fascinating than a visual or infographic depicting how effective your sales force is at various aspects of selling?  And what if these visuals could demonstrate that B2B salespeople create and send more than 16,000 inappropriately timed proposals each day?  Cool, huh?  More on that data in a minute.

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  • 5 Sales Hiring Mistakes and Fake Resume Claims

    • October 10, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    One of the regional sales managers asked, “What are the 5 Biggest Mistakes that Sales Managers Make When Recruiting Salespeople?”

    While that question is quite easy to answer, most companies, including their recruiters, HR professionals, sales leaders and executives are guilty of some or all of the following 5 mistakes:

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  • Closing and Negotiating Challenges – Symptoms of Another Selling Problem

    • April 25, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    One of OMG’s sales candidate assessment clients in Europe purchased two goldfish. In keeping with their tradition, the client named the two fish, Recommended and Not Recommended.  Surprisingly, recruiting salespeople was not one of the topics addressed in the Richardson 2017 Selling Challenges Study.  Meghan Steiner, from Richardson, was nice enough to send me a copy of the results.  There were a number of interesting findings and of course I had some insights from the report.

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  • The Future of Selling – Understanding This Crucial Sales Competency is More Important Than Ever

    • April 12, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Sales Motivation is one competency where the changes have been dramatic over a very short period of time and today I want to share those changes, as well as how the changes impact salespeople, sales leaders and sales organizations.

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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

    This is really about sales professionals who place more faith in the traits that are consistent with their beliefs, fearing that their actual capabilities won’t match up with the science.  People want to see themselves in the most popular, positive way.  They don’t want to discover that they might be lacking in 10 of the 21 Sales Core Competencies or have gaps in all 21.

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  • The Official 2017 List of 21 Sales Core Competencies

    • March 15, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    These days, changes happen faster than ever and the same can be said about professional selling.  Selling is evolving, the rules of business are changing, there is more information available on line than there was last week and sales organizations must evolve accordingly.

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  • 21,000 People Agree That These are the Top 5 Traits of the Best Salespeople

    • February 24, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Readers are always referring me to articles that list top sales traits, that discuss what makes salespeople great, that name the most important selling skills, or that otherwise contradict the science-based findings and statistics that I share in my articles.

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  • Are Millennials Who Enter Sales Better or Worse Than the Rest of the Sales Population?

    • August 31, 2016
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Millennials are more independent, more spoiled, have a shorter attention span, tend to be more into their technology than into people, don’t like working traditional hours, and don’t enjoy working in traditional ways.  That said, would you expect them to be better or worse suited for selling than the generations who came before them?

    I took to the data to see what story it might tell. I found data on more than 43,000 millennials in sales and here is what I learned.  This information should be very helpful for hiring new salespeople and developing them as well.

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