sales assessments
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How to Raise the Incomes of Minimum Wage Workers Without Wealth Distribution or Socialism
- June 5, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Hang in there – this will be an article on sales – but you need to get through the big set up.
Bernie Sanders spoke at a Walmart shareholders meeting and criticized the company for not paying higher wages. He
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Great Example of Why Sales Success Is Not Always Transferable
- April 24, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Would a NFL Quarterback make a good MLB pitcher? Would a star MLB hitter be a great Pro Golfer? Would an all-star NBA Center be an effective Lacrosse player?
Right now, an event is occurring on the world stage that
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5 Sales Hiring Mistakes and Fake Resume Claims
- October 10, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I always enjoy reading articles that expose things I don’t know about topics I enjoy, like 7 Unsung Built-in Gems in Mac OS X. I had the opportunity to provide that kind of training to a dozen or so
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Why You Should Care That Sales Motivation Data Correlates Perfectly With Sales Effectiveness
- September 13, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…In the summer of 2017, under the cover of a solar eclipse, Objective Management Group (OMG) added and began testing for Altruistic Motivation as one of 3 types of Sales Motivation. Sales Motivation is one of the 21 Sales Core
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Can Preventing Hiring Bias Benefit the Sales Hiring Process?
- August 21, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Sometimes things which at first sound really good turn out to be not all that great. Take the recent eclipse for example – can you say overrated? Much ado about nothing?
Ken Leeser, a regular reader, suggested that I check
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The Benefits of Completely Bashing Your Competition
- October 26, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…The circus will be coming to an end in just under 2 weeks. Everyone has seen at least some of the show and some have seen the entire production, including reruns, reviews, commentary and highlight videos. In the past 60
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Those Who Follow Sales Best Practices Don’t Necessarily Become Top Performers
- June 24, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…You’ll regularly find me writing about the science – the data – that differentiates top sales performers from the bottom. But today, I’ll move into the world from which everyone else in this space operates – anecdotal evidence and opinions.
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Surprising New Data on Salespeople Busts the Myths about Relationship Selling and Social Selling
- June 16, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…If you are a regular reader, you might recall this great article on Selling to a CEO. In that article, I also mentioned some of the expanded Sales Competencies that Objective Management Group (OMG) now measures. Before April, Relationship
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Has the Sales Profile of an A Player Changed Dramatically?
- February 3, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Recently, a number of readers asked me to review two articles which they thought were right up my alley. Apparently they thirst for one of my specialties – poking holes in articles that are just plain wrong about hiring salespeople.
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What’s Missing from the Report That Says Sales Training Doesn’t Make Reps Better?
- January 6, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I could not believe my eyes when I read this report. It was during the break between Christmas and New Years, so perhaps I wasn’t as sharp as would be during a regular business day. Maybe I missed something. So