Richardson
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Is the Sales Force Getting Dressed Up or are Real Changes Taking Place?
- February 7, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Yesterday I received an email from Richardson Training, letting me know that they have completed their 2018 Selling Challenges Study. The data in the report, which you can download here, hasn’t changed a great deal since 2017, but the report’s new look is awesome. I reported on last year’s report in detail here, but my conclusion for 2018 is the exact same conclusion I came to in 2017.
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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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Breaking News – More Salespeople Suck Than Ever Before (and Why)
- February 29, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Salespeople always seem to get a bad rap and obviously that’s bad for business. But it’s always been that way and nobody has made a very big deal about it, so what has changed?
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How Many of Your Salespeople are Receiving Welfare?
- January 9, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Money motivation tends to be very confusing to people but there is a huge distinction between being motivated to perform versus feeling entitled to more money. What do you have on your sales force?
