sales assessments
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How Salespeople Can Differentiate Themselves with Their Introduction
- November 4, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…A colleague once described a sales candidate as having “the personality of a tree stump.” That guy turned out to be their best hire ever. Without the OMG Sales Candidate Assessment alerting us to the fact that he was in
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7-Steps to Achieve Sales Team Excellence
- October 9, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…The Boston Red Sox had a mediocre team in 2024. They had too many left-handed hitters, not enough starting pitching, an undependable bullpen, and by far, the worst defense in the MLB. Sure, they won half their games, but they
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Using Baseball to Select and Hire Salespeople
- May 20, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…This article has a set of three distinct analogies comparing baseball to sales and if you continue and read it, you’ll be asking yourself, “Why didn’t I think of that?”
Analogy #1 – Filling Seats
Let’s start with what a
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250 Best Articles on Sales and Sales Leadership by Category
- April 4, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Assessments Compared Data on Sales Excellence Coaching Salespeople MUST READ: Are Assessments as Evil as the Persona Movie Suggests? Correlation: Salespeople Strong in This Competency are 2125% More Likely to be Performers The Data: What Percentage of Salespeople are Really -
New Data: Top Salespeople are 7562% Better at Winning RFPs
- March 13, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Lately, when I talk with people, the most popular topics for discussion are Politics, March Madness, and the movies and TV shows they are streaming. Personally, I substitute Baseball for the middle topic because college baseball is in full swing
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Resistant Salespeople Can Prevent Consistent, Strong Sales Results
- June 27, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Even though this article begins as a baseball article, in the fourth paragraph it quickly morphs into a sales article.
As my regular readers know, my son is a baseball player – a rising college senior (as of the summer
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The Difference Between Sales Competencies, Sales Capabilities and Sales Outcomes
- February 14, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…If you watched Super Bowl 57, you observed two teams that simply refused to give up or give in. Sometimes, that’s the feeling I get when I’m writing articles and I have solid data on my side, while dozens of
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This Company’s Best Salesperson was 2500% Stronger Than Their Worst
- February 1, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…It’s been four months since the baseball season ended but college baseball begins in less than 4 weeks and it will be fun to watch our son play for his college team (while freezing our asses off!). It’s also been
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Sitcoms, Sales Process, Sales Assessments and Sales Competencies
- January 11, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…If I created a list of the top sitcoms of all time, I could end up with a list that includes the following shows:
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Top Recommended Personality Assessments for Sales
- January 9, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…My Chrome home page often displays articles that Google thinks I might be interested in. Red Sox, Patriots, politics, software applications, gadgets, and for the first time, sales assessments! I thought, “Is this for real?”
The first article was the