Sales Benchmarking

  • Is Benchmarking or Perfect Fit Analysis More Predictive for Selecting Great Salespeople?
    • October 7, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Last week, I published a case history on a company that we nicknamed, BigBrains. Many readers emailed asking if we could perform this analysis for them (yes, in most cases) and whether this would be considered benchmarking (no). In

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  • Benchmarking Salespeople Sounds Great but Has Many Flaws
    • April 21, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    benchmarkYou want to hire better salespeople, don’t you?  And you’ve been told that if you use a sales assessment, you will be able to select better salespeople, right?  And if you have a strong HR background, you may believe that

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  • How to be More Effective Selecting Sales Candidates
    • September 8, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Benchmarking is a topic that comes up a lot around here but I haven’t written too much about it.  Benchmarking is good, especially when you don’t limit it to your own organization, understanding and accepting that your own company’s best

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