Kurlan & Associates, Inc.
Kurlan & Associates, Inc.
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  • Sometimes The Biggest Sales Problems Have the Simplest Solutions

    • May 30, 2023
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    sales problem

    There are simple, easy, fast and powerful solutions for sales problems too.  See my examples below.

    read more
  • Great Sales Managers are Like Great Baseball Coaches Without the Screaming

    • March 15, 2022
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The biggest difference between great sales managers and crappy sales managers is how effectively they coach up their salespeople to make them better.  There are two parts to this:

    read more
  • The Problem With Having Crappy Sales Managers

    • November 11, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Sales Managers underperform at a mind boggling level.  Let me show you the degree to which most sales managers are unqualified.

    read more
  • How Sales Coaching Utilizes a Quid Pro Quo

    • October 24, 2019
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Quid pro quo is all the rage.  The news networks are pointing to and from quid pro quo and arguing whether it was or wasn’t implied.  Regardless of which side of the political spectrum you’re on, you’ve probably heard it plenty more than you need to. 

    Could there be a sales coaching lesson here?

    read more
  • Popularity Polls are Just Like Sales Management Tracking Metrics!

    • January 8, 2019
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Have you ever watched a news program where they presented poll results, like the number of people in favor of legalizing marijuana?  The poll shows popular opinion, but not the facts, logic, or impact on arrests, the economy, traffic accidents, unemployment, addiction, death rates, etc.  There is a huge difference between people’s often uninformed opinions, versus what the facts might suggest.  That’s the problem with the statistics I’m going to share in this article.  The stats show what sales managers are doing but those managers are largely uninformed. They don’t know what’s good for them, haven’t been asked or held accountable to doing it differently, and aren’t in any way shape or form following best practices.  John Pattison, Objective Management Group’s COO, mined some data on salespeople who report to sales managers.  I was appalled by what I saw.  Check this out!

    read more
  • 5 Sales Hiring Mistakes and Fake Resume Claims

    • October 10, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    One of the regional sales managers asked, “What are the 5 Biggest Mistakes that Sales Managers Make When Recruiting Salespeople?”

    While that question is quite easy to answer, most companies, including their recruiters, HR professionals, sales leaders and executives are guilty of some or all of the following 5 mistakes:

    read more
  • Grammar – Why Commas Provide Sales Success Where Periods Fail

    • July 19, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The problem is one of grammar.  All of the articles you read, videos you watch and audios you listen to suggest that there is a key to sales success. Period.  But if you change the period to a comma, you’ll quickly see that all of these things are crucial to success in sales.

    read more
  • Successful Movie Franchises and the 10 Keys to Impactful Sales Coaching

    • April 3, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Today’s coaching session must be so good that the salesperson does not want it to end.  Not only that, but the salesperson can’t wait to come back for more coaching.  Now, be honest with yourself for a moment.  Assuming that you regularly and consistently coach all of your salespeople, is your coaching so powerful that your salespeople can’t wait for another session with you?

    read more
  • Another Powerful Reason Why Salespeople Struggle to Become Great Sales Managers

    • February 2, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    We talk a lot about the mistake so many companies make when they take their best salespeople and make them sales managers.  While it’s not always a mistake, the most commonly discussed reasons include:

    read more
  • 7 Reasons Why Salespeople Underperform and How Sales Leaders Can Coach Them Up

    • January 25, 2017
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    These are smart, talented, experienced sales leaders, who work for companies with excellent reputations, great products and wonderful customers. So why does nearly every sales leader struggle with the problem of under performing salespeople?  The biggest problem is that there isn’t one reason – there are many – and I’ll share them with you now.

    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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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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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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