revenue growth
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Sales Grit: Why Only 20% of Salespeople Have It (And How to Fix the Rest)
- October 12, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Discover how baseball’s evolving stats mirror the need for relentless sales grit. Drawing from real CEO and VP insights, explore why most salespeople fall short on commitment, perseverance, and more—and what it takes to elevate your team.
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How the MLB Playoffs Can Help You Rethink Your Sales Team
- September 29, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What if your sales team was built like an MLB playoff roster? In this post, we explore how the high-stakes, cutthroat nature of the 2025 MLB playoffs can inspire you to rethink your sales team, keeping only the top performers who drive revenue growth and letting go of the rest.
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How to Spark the Sales Equivalent of a 10-Game Winning Streak
- July 13, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Success breeds success: Just like the Red Sox’s 10-game winning streak after trading Rafael Devers, sales teams ignite when B and C players start closing deals, pushing everyone—including top performers—to elevate their game. Learn how effective training boosts revenue by 28-42%, with real client results like growing from $24M to $68M in 12 months.
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25 Sales Experts on the Importance of Coaching Salespeople
- February 25, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Sales managers are still not coaching – at least not consistently or effectively. As a reminder, consistent daily coaching increases revenue by 28% and when it is paired with effective coaching, revenue increases by 43%. It’s simply incomprehensible that sales managers aren’t picking up the clue phone.
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Top 15 Categories of Reading to Improve Sales Team Effectiveness
- August 21, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Bookmark this article so that over time, if you want to improve your sales effectiveness, you can read articles from the topics listed below
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The Keys to Fourth Quarter Sales Success in 2020
- October 20, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You’re probably going to hate this article! I’m going to show you that much of what is transpiring with the Pandemic could be having a greater impact than you realize relative to the future state of your business and you might not like what I have to say. As always, if you can hang in through some of the preliminary analysis, I’ll make the pivot to sales and business.
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Great News! The Latest Data Shows That Salespeople are Improving
- January 23, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Some really terrific news came across my desk this week when John Pattison, Objective Management Group’s (OMG’s) COO, showed me two graphs he had created. For the first time in recent memory, salespeople as a profession GOT BETTER!
That’s right, when we compared the results of the 85,000 or so salespeople that were evaluated in 2018 to the 80,000 or so salespeople that were evaluated in 2017, there was a measurable improvement in overall scores!
Let’s review the two graphs below.
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Beach Ball of Death Predicts Lack of Sales Growth
- March 11, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
And then there is the beach ball I want to share today – the sales beach ball of impending doom. You might be wondering how there could even be a sales beach ball, never mind one that spells impending doom; but, there is.
Last week I saw it for the first time on a slide from a deck that Objective Management Group (OMG) prepares when we evaluate a sales force. This particular slide answered the question, “Why Aren’t We Generating More New Business?”
Here’s the slide:
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Do Your Salespeople Have to Give Up Control to Their Prospects?
- September 17, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I disagree with his article when he implies that we should be resigned to the fact that there isn’t much to be done except building trust until the prospect is ready to engage.