Understanding the Sales Force

APRIL 3, 2012

Understanding the Sales Force by Dave Kurlan Before I get into trouble for the title of this blog, let me 1.) explain from where it comes and 2.) direct you to another of my articles where I wrote that women make better salespeople than men. Objective Management Group recently evaluated a sales force of 24 women. While working on the analysis, one member of our staff remarked that it seemed that "women were far less trainable than men".

Hiring 207

Hiring Incentives Incentive Comparison 207

Understanding the Sales Force

APRIL 6, 2012

Understanding the Sales Force by Dave Kurlan The pros and cons of both commission-based sales positions and salaried positions have been well-documented, so we won't be discussing that in this article. Let's talk about something other than questioning which compensation plan is best for your company and its salespeople. Suppose you're eyeing a new gadget; however, this must-have toy will set you back $5,000.

Compensation 195

Compensation Salary Commission Positioning 195

Understanding the Sales Force

APRIL 4, 2012

Understanding the Sales Force by Dave Kurlan Today we have another rare opportunity to compare a personality assessment masquerading as a sales assessment to OMG's sales specific assessment. A candidate took the test that the recruiter was familiar with - Sales Achievement Predictor (SalesAP) - while the client asked the candidate to take OMG's assessment.

Hiring 184

Hiring Cold Calling Selling Skills Consultative Selling 184

Understanding the Sales Force

APRIL 2, 2012

Understanding the Sales Force by Dave Kurlan Very few people have a surplus of important things. Can you imagine: Too many cars (could be a problem for a dealer but not for most consumers). Too many outfits. Too many golf clubs (don't forget the limit). Too many computers. Too many television sets in the house. Too many shoes. Too many baseball cards (we used to trade the "doubles").

Opportunity 175

Opportunity Sales Qualified Lead Conference Pipeline 175

Understanding the Sales Force

APRIL 2, 2012

Understanding the Sales Force by Dave Kurlan Very few people have a surplus of important things. Imagine these: Too many cars (could be a problem for a dealer but not for most consumers). Too many outfits. Too many golf clubs (don't forget the limit). Too many computers. Too many television sets. Too many shoes. Too many baseball cards (we used to trade the "doubles").

Opportunity 156

Opportunity Sales Qualified Lead Conference Pipeline 156