sales study
-
What Is the Makeup and Function of the Ideal Sales Force
- December 12, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…The million dollar question.
So many studies are conducted – but only on large companies.
So many findings are published – but they don’t apply to your company.
So many findings are discussed – but they don’t address what to
-
Opinion: Why Sales Win Rates Have Reached an All-Time Low
- November 27, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…
One of the findings in the most recent Sales Performance Optimization Study, from CSO Insights, revealed that the win rate for deals has reached an all-time low. -
Top Kurlan Articles Debunking Sales Studies and Articles
- December 11, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…
I’ve read an awful lot of studies and articles over the last several years and while most of them have merit, some of them are either dead wrong or have drawn incorrect conclusions. Here are the ones which have earned -
Ultimate Comparison of Top Salespeople versus Salespeople That Fail
- December 8, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…If you’ve been following this Blog you know I sometimes refer to the elite 5% of salespeople, the next 20% and the bottom 74%. After reading Super Freakonomics I was moved to take a new look at our data on
One of the findings in the most recent 