sales competencies
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From Practice Range to Sales Mastery: The 8 Requirements for Game-Changing Sales Training
- November 17, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Should companies provide sales training for their salespeople and sales management training for their sales leaders? Should individuals be expected to have mastery in the 21 Sales Core Competencies by the time they are hired? Let’s use sports as an
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The Salesperson’s Survival Kit: 236 Sales Attributes, Traits, Competencies, and Behaviors to Crush Quotas
- October 24, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I was thinking of all the different selling traits I’ve written about in the past 20 years and I’ve probably forgotten many more than most people ever knew. With some help from Grok4 to speed things up, I reviewed the
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The Sales Process Milestone You Can’t Get Wrong
- May 9, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Each year I eagerly await the arrival of May 11th. While that date is important in 2025 because of Mother’s Day, most years, it is the day when newly formed leaves finally reach full size (based on my observations since
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The Requirements for Achieving Sales Excellence
- January 3, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Happy New Year everyone!
For most people, the New Year is a forward-looking time time for goal setting, planning, and resolutions. Nothing wrong with that. But as someone who likes breaking rules and pushing the envelope, I’m starting the New
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Magazine Discredits Their “Born to Sell” Article with Junk Science
- October 25, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I love it when readers forward links to me, hoping I will debunk the article in a Blog post. That’s what happened when Mike Shannon sent me the link to a recent Success Magazine article entitled, “Born to Sell?
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Is Fred a Top Salesperson or a Horrible Imposter?
- July 2, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Was the Nissan Cube a good car or a bad car? Was it the dream vehicle that its designers imagined or the ugliest thing you ever laid your eyes on with four wheels?
I pose a similar question about
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Onboarding and 11 Reasons Why Salespeople are Failing
- May 8, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…It’s been twenty-two years since I converted from Judaism to Catholicism and I found myself thinking back to the conversion. RCIA (The Rite of Christian Initiation of Adults) is a process that welcomes non-baptized adults into the Catholic Church.
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Combining Goal Setting with Sales Competencies
- January 4, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Happy New Year everyone!
In today’s article, I introduce my first innovation of 2024, the Sales Goals Grid, but first, some context and the back story!
Most people set New Year’s resolutions around this time of the year which, in
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How to Always Respond Appropriately to Your Prospect
- December 21, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Momentary panic can spell the end of a call, meeting or opportunity. I’ll explain how to always respond appropriately to Your Prospect.
I pulled up to pump number five at my usual Cumberland Farms convenience store/gas station. I use their
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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