Top Kurlan Articles Debunking Sales Studies and Articles

debunkedI’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 my criticism:

Has the Sales Profile of an A Player Changed Dramatically?

What’s Missing from the Report That Says Sales Training Doesn’t Make Reps Better?

How Wrong is the Harvard Business Article on How to Hire Salespeople

Now That You Have a Sales Process, Never Mind

Inc Magazine Gets it Wrong on Sales Prospecting

Latest Research on Personality Assessments for Sales Selection

Harvard Business Review Blog Off Target on Sales Greatness

Inc Magazine Misses on 13 Traits of Successful Salespeople

Inc Magazine Gets it Wrong on Consultative Selling

Sales Excellence Studies Propagate Mediocrity

Missing on the “Secrets to Developing Successful Sales Managers”

Dan Pink Hits and Then Misses the New Key to Sales Performance

Accenture CSO Insights – Sales Optimization Study

Harvard Business Review Revealing Study of Salespeople Makes News

IDG and CEB Draw Conflicting Conclusions on Sales Effectiveness

If You Structure Your Sales Force Like the Big Companies

CSO Insights – How Many Salespeople Made Quota in 2010?

Harvard Business Review Hit and Then Missed the Mark on Sales

Harvard Business Review Article on Sales Leaves Me with Mixed Feelings

HBR Blog – Worst Question for Salespeople to Ask

HBR Blog – Is Selling an Afterthought in Today’s Sales Model?

HBR Blog – Post Gets Salespeople Wrong

Harvard Business Review – What Customers Expect From Your Salespeople and More

Selling Power – Article Hits Then Misses the Mark on Sales

Software Advice – Do Your Salespeople Have to Give Up Control to Their Prospects?

The Numbers Don’t Lie – Why Companies Suck at Hiring Salespeople