revenue growth

  • Worst to First: How Sales Teams and Salespeople Can Turn It Around
    • April 23, 2026
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    Split-image motivational graphic showing a sales team transforming from struggling and missing quota (dark left side) to celebrating record success with trophy and rising revenue (bright right side). Large "Worst to First" text in the center with the message "Leadership + Culture Change = Championship Performance" at the bottom. Ideal visual for sales leadership article.

    Discover how sales teams go from middle-of-the-pack to first place. Learn why leadership changes and culture shifts are the real keys to turning around veteran performance and hitting record revenue.

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  • 10 Questions Every CEO Must Answer to Increase Revenue Today
    • April 17, 2026
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    A confident mid-50s CEO in a navy suit sits at a modern executive desk in a bright corner office, leaning forward with a focused, slightly skeptical expression as he looks directly at the viewer. On the desk are a laptop displaying sales pipeline charts and a notepad with handwritten notes including “Why 72% miss quota?”, creating a professional and thought-provoking business scene.

    Google Search Console revealed what CEOs are actually searching for. It’s not closing tricks or AI hype — it’s the foundational issues holding revenue back. Here are 10 questions every CEO must answer to drive real growth today.

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  • Why You Don’t Convert More Leads to Sales
    • March 17, 2026
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    Professional strategist creating LinkedIn content on laptop, planning post formats like text, carousels, and video for 2026 algorithm success

    Learn how to optimize your LinkedIn presence in 2026: Choose the best content format (short posts, long-form, carousels, videos) using 8 variables like algorithm dwell time, goals, demographics, and effort. Sales leadership insights inside.

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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
    sales grit

    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
    winning sales team

    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
    coaching salespeople

    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
    messy basement

    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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