sales evaluation
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Hydrangeas Tell the Story of Underperforming Salespeople
- September 13, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…One of our favorite garden plants is the Endless Summer Hydrangea, the first Hydrangea bred to bloom all summer long, every summer. And they always do. Except last summer. Except this summer.
Last summer, they barely flowered at all and
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Data – Top Salespeople are 631% More Effective at This Than Weak Salespeople (The Bob Chronicles – Part 3)
- January 26, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Just before dark each day a Fox visits our property and drives our dog, Dinger, crazy. If you don’t know Dinger, you can learn about his listening skills in this article.
Last week, the Fox stole Dinger’s green ball,
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Why Sales Transformation Achieves Better Results Than Sales Training Alone
- January 22, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…You finally have that big new 4K flat screen mounted on your wall but now the movie you are streaming isn’t sharp because your inconsistent internet connection negatively affects the resolution and the big screen makes it even more
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My Prediction – What’s in Store for Sales Teams in 2021?
- January 8, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…When I made my predictions for 2020 I’m pretty sure I didn’t predict a pandemic. Making predictions isn’t easy.
In the US, sales teams are coming off three robust years of sales growth and while revenue was up during that
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The Difference Between OMG and Extended DISC Assessments
- October 7, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…This is gonna be fun!
In 2005, GM produced four mini-vans known as the Buick Terraza, Chevrolet Uplander, Pontiac Montana SV6 and Saturn Relay. These four cars were exactly the same, with the brand logos being the only differentiators.
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What to Do with the Salespeople Who Become Your Biggest Problem
- May 3, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I coach a lot of sales managers and sales leaders and when I ask them what they want help with today, it’s rarely a big opportunity, it’s seldom coaching best practices, it’s hardly ever targeted metrics for their team, and
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Rejection – Why it is the #1 Enemy in Modern Selling
- April 3, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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For a change, rather than contributing to all the noise about inbound replacing outbound, inside replacing outside, insights replacing sales steps, buyers’ process replacing sales process, let’s talk about something that has a huge, relevant impact on selling, regardless of -
Validation of the Validation of the Sales Assessment
- October 4, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Some companies need to validate our validation. Objective Management Group (OMG) uses Predictive Validity – the most time-consuming and expensive form of validation. Unlike simpler methods of validation, Predictive Validity requires that we prove a connection to on-the-job performance. The -
Why Your Lowest Price Can Be a Barrier to Closing Sales
- August 2, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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It’s not really the price as much as it’s the context for which that price is provided. Let’s take mobile apps for example.$9.99 on its own seems very inexpensive, but with apps available for $3.99, $1.99, $.99 and even
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What Leads to Salespeople Underperforming?
- July 16, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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As a baseball fan, it drives me mad when underperforming players don’t play because of one nagging injury after another. It makes me wonder whether their injuries are causing them to underperform or their “injuries” are convenient excuses for their
For a change, rather than contributing to all the noise about inbound replacing outbound, inside replacing outside, insights replacing sales steps, buyers’ process replacing sales process, let’s talk about something that has a huge, relevant impact on selling, regardless of 
Some companies need to validate our validation. 
It’s not really the price as much as it’s the context for which that price is provided. Let’s take mobile apps for example.
As a baseball fan, it drives me mad when underperforming players don’t play because of one nagging injury after another. It makes me wonder whether their injuries are causing them to underperform or their “injuries” are convenient excuses for their