sales metrics
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Sales Cholesterol Reveals If Your Sales Pipeline Is Clogged (And How to Fix It)
- October 31, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I can’t wait to tell you about sales cholesterol in your pipeline!
Last week I posted a 2-minute video rant on LinkedIn about pipeline blockages and if you missed it, I ranted about how stupid decisions create blockages in traffic,
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The Biblical Sales Force Part 3 – Numbers: Metrics and KPIs
- November 23, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…This is my third article using the Bible as an analogy to sales and I am currently reading Numbers. What is Numbers if not God’s mandate to Moses about, well, the required numbers for success?
While there are several
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Focus on Winning to Drive More Sales and Revenue
- February 20, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Another “baseball is to sales” analogy shouldn’t surprise readers because I’ve already published more than 100 different articles over the past 19 years showing how selling is just like baseball. However, unlike the previous 100 plus efforts, this article
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How To Stop Sucking by Understanding and Changing Your Sales Metrics
- August 30, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Suppose a company reports that its win rate is 24%. Does that tell you anything other than they suck? It doesn’t tell us how badly they suck, why they suck, how long they’ve sucked, who sucks, or whether there is
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The New Salesenomics
- May 24, 2019
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
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Popularity Polls are Just Like Sales Management Tracking Metrics!
- January 8, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Image Copyright iStock Photos
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,
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Can Sales Statistics be Bad and Good at the Same Time?
- February 21, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I received two pieces of bad news relative to statistics.
The first is about my award-winning Blog. It seems that readers stay with an article for an average of only one-minute or so. That means that most readers don’t finish
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How Better Accountability Causes Sales Performance to Increase
- January 4, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…This is a perfect topic to begin the New Year! While others will be talking and writing about goals and resolutions, we’ll be discussing the things that really make a difference. Sure, having goals is important, but having them in
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Increase in Social Selling Yields No Improvement in KPI’s
- November 5, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Yeah, just in case you didn’t get that, I’ll lay it out for you.
In a recent mining of Objective Management Group’s data from June of 2013, there was a huge increase in the number of salespeople using social sites
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The Monumental Effort Required to Grow Sales in 2014
- October 15, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Regular readers know I’m a baseball guy, but that doesn’t mean I ignore football. Sunday, the New England Patriots needed 30 points to win their game over the New Orleans Saints 30 – 27. But that’s nothing. The previous week,
Regular readers know I’m a baseball guy, but that doesn’t mean I ignore football. Sunday, the New England Patriots needed 30 points to win their game over the New Orleans Saints 30 – 27. But that’s nothing. The previous week, - 1
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