White Papers
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The Science of Sales Effectiveness
- March 1, 2023
- Posted by: Kurlan & Associates, Inc.
- Categories:
The Modern Science Behind Sales Force Excellence provides insights, commentary and conclusions reached from our Sales Force Effectiveness Study, conducted during the latter part of 2014.
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The Science of Predicting Sales Turnover
- March 1, 2023
- Posted by: Kurlan & Associates, Inc.
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Between 1985 and 2010, my continued research, assessments, studies and analyses of more than 500,000 salespeople and sales managers, has yielded consistent, predictive recommendations about the performance of salespeople.
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The Challenger Style and its Impact on Sales Selection
- March 1, 2023
- Posted by: Kurlan & Associates, Inc.
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This White Paper responds to this article, which appeared on the Harvard Business Review Blog. The HBR article introduced a new selling style called the Challenger.
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The Science of Salesperson Selection
- January 17, 2023
- Posted by: Kurlan & Associates, Inc.
- Categories:
In 1964, Harvard Business Review published “What Makes a Good Salesman”, an article by Herbert M. Greenberg and David Mayer. They detailed their four-year study of salespeople and explained the commonalities they observed in better salespeople. They learned, for the first time, that good salespeople had the following two characteristics in common.
