Kurlan & Associates, Inc.
Kurlan & Associates, Inc.
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  • 5 Sales Hiring Mistakes and Fake Resume Claims

    • October 10, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    One of the regional sales managers asked, “What are the 5 Biggest Mistakes that Sales Managers Make When Recruiting Salespeople?”

    While that question is quite easy to answer, most companies, including their recruiters, HR professionals, sales leaders and executives are guilty of some or all of the following 5 mistakes:

    read more
  • Can Preventing Hiring Bias Benefit the Sales Hiring Process?

    • August 21, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    You’re hiring and you need to identify the ideal salesperson for a particular sales role and you need someone to sell enterprise solutions to the C-Suite.  Aside from all of the other requirements, you’ll need to find someone who has done this before.

    read more
  • Applicant Tracking and Sales Candidate Assessments Fit Like Ducks Take to Water

    • November 21, 2016
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Back to the Applicant Tracking analysis.  My first takeaway is that it validated what I knew only anecdotally –
    that just about every mid-market and large company are using cloud-based applicant tracking systems and smaller companies are quickly moving in that direction too.  It makes sense. If companies are using cloud-based job sites to source candidates, then it only makes sense that they would be integrating applicant tracking as well.

    My second takeaway is that with all of these companies sourcing from the cloud and tracking from the cloud, why aren’t more of them using the best sales candidate assessment in the cloud?  I have 4 possible answers to that question:

    read more
  • The Science of Sales Selection vs. the Marketing of Modern Selling

    • August 14, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I started with more than 100 sales-specific findings and narrowed them down to the 18 findings and scores that clearly differentiated their tops from their bottoms.  A mistake made by behavioral scientists and sellers of personality and behavioral styles assessments is that they only look at top performers and identify common traits.   They fail to realize that the bottom performers have the same personality traits and behavioral styles as the top performers and none of those traits or styles are predictive of sales performance.

    read more
  • How to Finally Get Sales Selection Right

    • June 16, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Before I share some crucial sales selection tips, I need to begin with some baseball. My apologies to all of my cricket and soccer obsessed readers.

    My team, the Boston Red Sox, just lost their seventh consecutive game. They are in last place and heading for their third last place finish in the past four years. The outlier year was 2013, when they won the World Series. I think there was far less talent on that championship team than on this year’s edition, but the 2013 team had a rallying cry (Boston Strong) and everyone overachieved. You can’t count on everyone overachieving each year, so in lieu of that, as Jim Collins would say, you must have the right people in the right seats.

    read more
  • Why You Must Hire Salespeople Right Now

    • June 4, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Forbes conducted a survey of Fortune 500 CEO’s and 82% of them said they would be hiring more people within 2 years.  Why should that be important to you?  

    read more
  • Why My Golfing May be Just Like Your Sales Recruiting

    • October 14, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    On the rare occasion that I have the opportunity to golf, it doesn’t matter what I choose for clubs, balls, gloves, tees or clothing.  At this point in my life and very short golfing career, just being out with a friend is good enough for me and if we count his strokes, and my lost balls, our final scores might even be competitive!

    That’s how some companies recruit salespeople.  It doesn’t matter who they are, where they come from, if they have selling skills, and whether or not they have any experience.  These companies treat sales recruiting like the instructions on their shampoo bottle – they rinse and repeat.  

    read more
  • Top 4 Reasons a Great Salesperson Can Fail at Your Company

    • October 9, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I asked the attendees if they had ever hired a great salesperson that still failed and everyone there said, “Yes!”  I asked if anyone could explain how or why a great salesperson could fail, and the group offered up many guesses, but weren’t able to come up with my top 4 reasons. Here they are:

    read more
  • What Percentage of Sales Candidates Are Hired?

    • July 21, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    In very simple terms, 6% means that 20 candidates must be assessed for each one who is hired.  With an overall recommendation rate of 28%, those 20 assessments will yield approximately 6 candidates who are worthy of your time.  But there is much more to consider.

    read more
  • Top 10 Reasons Why Your Great New Salesperson Might Fail

    • June 30, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    When a great salesperson is recommended by Objective Management Group’s (OMG) Sales Candidate Assessment, and this star has a great track record, and great references, should we expect this person to succeed?

    Most executives do.

    But even though salespeople will tell you that “If you can sell, you can sell anything”, that statement is only true some of the time.  Here are some examples of salespeople who are successful in one environment, but usually fail in another:

    read more
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oilfield_rando Oilfield Rando @oilfield_rando ·
28 Nov

GREAT NEWS HONEY, THE TELEVISION SAYS OUR GROCERIES DON’T ACTUALLY COST AS MUCH AS YOU SAY THEY DO, YOU’RE JUST A STUPID DUMB VICTIM OF MISNFORMATION

That’s really where we are huh. Wild.

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Kurlan & Associates, Inc.

Kurlan & Associates, Inc. was founded in 1985 by Dave Kurlan, a renowned expert in sales force assessments, training and strategic growth strategies.

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Follow Us on Twitter

Retweet on Twitter Dave Kurlan Retweeted
oilfield_rando Oilfield Rando @oilfield_rando ·
28 Nov

GREAT NEWS HONEY, THE TELEVISION SAYS OUR GROCERIES DON’T ACTUALLY COST AS MUCH AS YOU SAY THEY DO, YOU’RE JUST A STUPID DUMB VICTIM OF MISNFORMATION

That’s really where we are huh. Wild.

Reply on Twitter 1729293850194104473 Retweet on Twitter 1729293850194104473 1866 Like on Twitter 1729293850194104473 15885 Twitter 1729293850194104473
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