sales retention
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The Key to Account Retention: Be More Like Dinger
- December 4, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
On a typical day, our 8-year-old Golden Doodle, Dinger, chills on the floor, ignoring the sofa like it’s yesterday’s news. But when our 23-year-old son Michael came home for Thanksgiving, and the 5- and 8-year-old cousins crashed the couch party? Boom—Dinger’s suddenly sprawled out, staking his claim. Not for pets or playtime, but pure territorial fire: “This spot’s mine with my bro, outsiders.”
From the sofa to the boardroom, it’s a wake-up call for salespeople. Stop taking clients for granted and start acting like Dinger—territorial, competitive, irreplaceable. Retention isn’t passive; it’s proactive hustle that keeps competitors off your turf. -
What Is the Makeup and Function of the Ideal Sales Force
- December 12, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ve written four White Papers over the last several years, all backed by science and data from the more than 700,000 salespeople and sales managers that Objective Management Group has evaluated and assessed. They include:
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What Does Sales Longevity Really Mean?
- September 9, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Objective Management Group has included the Sales Longevity Finding for about a year and clients still ask, “What does it really mean?”
It’s really 3 things:
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Salesperson ROI – How Long Must They Stick to Pay Off? – Part 1
- March 4, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Is there a connection between sales success and tenure? Is it really a given that a successful salesperson will stick around longer than an unsuccessful salesperson?