sales assessments
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Selling Power Hit and Then Miss the Mark on Sales
- November 17, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…This must be the week for big names laying big eggs. The problem stems from the fact that people who are not experts on sales, selling, sales organizations and salespeople, are weighing in with opinions that are either based on
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Harvard Business Review Hit and Then Missed the Mark on Sales
- November 16, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Subscriber Ken Leeser pointed me to this recent Harvard Business Review article. Their observations of 800 salespeople weren’t significantly different from Objective Management Group’s data on 1831617 salespeople. Following is where they hit the mark:
Our data has an
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The Hidden Power of the Sales Candidate Follow Up Letter
- November 15, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…You receive follow up letters from your sales candidates all the time, right? And you probably make notes in their files that they sent those nice follow up letters and you might even rank them higher as a result.
When
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Can Your Salespeople Sell More Effectively by Asking More Questions?
- October 22, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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By now most executives understand the role and importance of questions in the sales process.More questions? Okay.
Better questions? Sure.
Tougher questions? Makes sense.
Questions that result in the kind of conversations that none of your competitors are having
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The Impact of Coaching Salespeople and Sales Managers
- October 7, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Yesterday I presented at the Sales EdgeOne Three-Day Sales Summit and my co-presenter, Donal Daly, cited a statistic from Gallop: Organizations that use coaches get a 26% ROI from that effort. That statistic surprised me in two ways. First, -
Tale of Two Clients – Sales Training:) versus SAAAlesTraining:(
- October 6, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Here’s an interesting comparison for you.Two client companies are on the exact same sales development time line. (Same time line but separate from each other – they don’t even know about each other)
Both of their sales forces went
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The Single Biggest Mistake that Salespeople Make
- September 28, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Ask 10 people and you’ll get 10 different answers about the biggest mistake that salespeople make. Ask the question a bit differently and I will give you a different answer too. But ask the question in the title – “What
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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
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I just read Why Won’t Anyone Return My !*#@$% Call by Don Fornes over at Software Advice. Don’s read of the current selling environment, specifically cold-calling, entry point into the sales process, and the table stakes just to play -
10 Sales Personalities and How to Manage Them
- September 16, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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My regular readers know that when it comes to evaluating the sales force or assessing sales candidates, I have no use for personality assessments. If you’re a first time or new reader, look no further than here for documentation and -
Salespeople Become More Effective Part 2
- September 10, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Yesterday’s article discussed the possibility for salespeople to develop weaknesses AFTER being assessed and during the period of comprehensive sales training, coaching and development. Today, we’ll discuss some of the areas where you should see fairly early improvement, as well
By now most executives understand the role and importance of questions in the sales process.
Yesterday I presented at the Sales EdgeOne Three-Day Sales Summit and my co-presenter, Donal Daly, cited a statistic from Gallop: 
Here’s an interesting comparison for you.
I just read 
My regular readers know that when it comes to evaluating the sales force or assessing sales candidates, I have no use for personality assessments. If you’re a first time or new reader, look no further than 