Kurlan & Associates, Inc.
Kurlan & Associates, Inc.
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  • Finally!  Science Reveals the Actual Impact of Sales Coaching

    • September 7, 2018
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    You must have heard the joke that 73.6% of statistics are made up!

    I have read and even reported that sales leaders who coach their salespeople see a boost in revenue of around 27%.  It sounds like a realistic number but I have not seen any science to back it up.  Until now.  Check this out!

    read more
  • Beach Ball of Death Predicts Lack of Sales Growth

    • March 11, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    And then there is the beach ball I want to share today – the sales beach ball of impending doom.  You might be wondering how there could even be a sales beach ball, never mind one that spells impending doom; but, there is.

    Last week I saw it for the first time on a slide from a deck that Objective Management Group (OMG) prepares when we evaluate a sales force.  This particular slide answered the question, “Why Aren’t We Generating More New Business?”

    Here’s the slide:

    read more
  • The Monumental Effort Required to Grow Sales in 2014

    • October 15, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    When you look ahead to sales for the next 12 months, are you using the same assumptions as always?  If you want to grow by 20%, do you use the same metrics for next year that you used for last year?  Will the plan that got you there last year continue to work next year?  Have you accounted for any of these changes?

    read more
  • Best Way to Sell and/or Manage a Sales Force?

    • January 10, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The biggest issue affecting salespeople, sales managers, sales leaders and even Presidents and CEO’s is this:  For most of them, the way they know, the way they do it today, the way they have always done it, is the “best way”.  They simply don’t know what they don’t know.  Of course, some are worse than that.  They know that they know it all.

    read more
  • What the Huge Patriots Win Teaches us About Sales Momentum

    • November 26, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Perhaps you watched the Thursday night Thanksgiving Day football massacre between the New York Jets and the New England Patriots. The Patriots scored 35 unanswered points in the second period and scored 3 touchdowns in one 52-second period of time.

    read more
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  • Kurlan & Associates Named to Top 20 Virtual Sales Training Companies in 2020

    June 8, 2020
  • Training Industry named Kurlan & Associates one of the Training companies to watch in 2020

    May 1, 2020
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heytammybruce Tammy Bruce @heytammybruce ·
1 Dec

“My fifth-grade science project was to type everyone’s blood in my class. My oldest son’s fifth-grade science project, four decades later, was the equivalent of number-painting a comic book.” https://martinhackworth.substack.com/p/why-21st-century-science-is-in-trouble

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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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    Westborough, MA 01581 USA
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Follow Us on Twitter

Retweet on Twitter Dave Kurlan Retweeted
heytammybruce Tammy Bruce @heytammybruce ·
1 Dec

“My fifth-grade science project was to type everyone’s blood in my class. My oldest son’s fifth-grade science project, four decades later, was the equivalent of number-painting a comic book.” https://martinhackworth.substack.com/p/why-21st-century-science-is-in-trouble

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