sales selection
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Sales Selection Experiment – Part 2 – It’s Back!
- January 13, 2016
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
…When our son was just beginning to speak and we did something that he really enjoyed, he would say, “Again! Again!”
Two years ago, I wrote about a sales selection experiment with a group of college kids and the results
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How to Get Your Sales Message to Resonate Every Time
- November 16, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…This is an article about getting your sales message to resonate – every time. However, before we can discuss that, I need to share a current, real world example. So bear with me.
Just like the news programs which, before
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Is Benchmarking or Perfect Fit Analysis More Predictive for Selecting Great Salespeople?
- October 7, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Last week, I published a case history on a company that we nicknamed, BigBrains. Many readers emailed asking if we could perform this analysis for them (yes, in most cases) and whether this would be considered benchmarking (no). In
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Sales Selection Case History – The Fix for This Insanity Works 99% of the Time
- October 2, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…If you had a crystal ball to predict whether or not your next sales candidate would succeed in a difficult selling role at your company, wouldn’t you want to use it? Heck, you would want to look into that thing
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Trust and Integrity in Selling May Not Be What You Think
- July 28, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I know someone who is incredibly likable, always willing to help a friend, will help those in need, but will also manipulate situations to get what he wants. He is likable and kind-hearted but sometimes low in integrity and I
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12 Proven Sales Hacks to Increase Sales
- June 25, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…It seems that these days, things are changing faster than we can recognize. Cosby is finally out of the news, but the Marathon Bomber is back in. The terrible winter weather is in our rear view mirror, but now we
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How to Finally Get Sales Selection Right
- June 16, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Before I share some crucial sales selection tips, I need to begin with some baseball. My apologies to all of my cricket and soccer obsessed readers.
My team, the Boston Red Sox, just lost their seventh consecutive game. They are
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More Junk Sales Science in HBR Blog
- April 14, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…What do donuts, chips, cake and ice cream have in common with some of the articles that are written and published about salespeople, sales selection and assessments? That’s right, they are all junk and junk is bad for you to
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Not the 3 Most Important Sales Hiring Attributes
- October 24, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…One topic that never gets stale is how to make sure that you nail sales selection. Whether or not salespeople actually fail, or they simply stick around, but fail to have an impact, the common theme is still failure to
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Why My Golfing May be Just Like Your Sales Recruiting
- October 14, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…On the rare occasion that I have the opportunity to golf, it doesn’t matter what I choose for clubs, balls, gloves, tees or clothing. At this point in my life and very short golfing career, just being out with a