sales force evaluation
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Why You Will Finally Pay the Price of Not Selling Value
- March 17, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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How Companies Choose Sales Training Companies is Backwards
- February 11, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Do you partake of dessert prior to eating your appetizer? Do you eat your dinner in the morning and have breakfast at night? Would you prefer to have the builder complete the finish work on your new house prior to
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Data Shows 1st Year Sales Improvement of 51% in this Competency
- September 18, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I’ve written extensively about how salespeople score in 21 Sales Core Competencies. Typically, both the articles and data are shared in the context of the difference between top salespeople and weak salespeople but rarely have I written about what happens
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B2B Salespeople Send 16,000+ Unqualified Proposals Each Day!
- November 30, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…If you have a role in sales or sales leadership then what could be better than knowing exactly how you and/or your salespeople REALLY compare with the other salespeople in your industry or in the world? Could anything be more
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How Executives Fail to Understand the Reasons for Poor Sales and Revenue Performance
- August 11, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…“That wasn’t what I expected!”
You might say that after reading an awesome book, waiting for months and years in anticipation of the movie version, only to be extremely disappointed when the much hyped film failed to live up to
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Great, Previously Unread Sales Research Uncovered
- August 2, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Today I’m bringing you some insightful information that was not widely read when it was published back in 2014. Tony Cole, CEO of Anthony Cole Training and one of OMG’s great partners, forwarded me an article that appeared in the
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Top 10 Reasons Why Sales Don’t Grow
- August 24, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Have any of these things ever happened to you?
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Why Uncovering Pain Doesn’t Close the Sale with a CEO and the 3 Conditions You Do Need
- April 4, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Other than birthdays, anniversaries, holidays and sporting events, how many occasions are there when you have repeated an event, in one form or another, for at least 22 years. Not many, right? This past weekend, I hosted 130 sales experts
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Sales Coaching and the Challenges of Different Types of Salespeople
- February 8, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…When (other) articles and blogs contain sales statistics, they are often made up. For example, Andy Rudin wrote this article about made up sales statistics and I recently read this article by Stewart Rogers about made up statistics. Infographics and
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Learn How We Discovered They Had the Wrong Salespeople
- February 1, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Would you believe me if I told you that in a recent sales force evaluation, nearly 50% of the 300 inside salespeople were not in the right role? Recently, we evaluated a large inside sales force and I thought it