sales core competencies
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Top 10 Rules for Getting Salespeople to Follow Your Sales Process
- March 8, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A lady approached the priest after the service and felt terrible because she had been leaving early to tend to her sick husband. The priest said that this didn’t apply to her; she was already making a sacrifice by attending, and should care for her husband. She paused and finally said, “But he passed away three years ago!”
This story got me wondering about the widespread misuse of the sales process.
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The Secret – The Ancient Scrolls and its Impact on the Sales Force
- March 24, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Since this book is not the Kabbalah itself, rather a Cliff Notes version, it tends to read more like a self-help book. It is far more powerful than a self-help book though as it points to a number of rules that will cause a transformation in one’s life.
Seven of the desired behaviors are consistent with the philosophies in Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball as well as Objective Management Group’s Sales Assessments:
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Sales Competencies and Case Histories from Using Sales Assessments – The Series
- August 20, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This series of articles describes the various case histories, findings and entertaining stories from assessments used on sales candidates and evaluations of sales forces.