Understanding the Sales Force

article thumbnail

Great, Previously Unread Sales Research Uncovered

Understanding the Sales Force

Tony Cole, CEO of Anthony Cole Training and one of OMG's great partners, forwarded me an article that appeared in the October 2014 issue of the Journal of Marketing Research. Today I'm bringing you some insightful information that was not widely read when it was published back in 2014. They used vocabulary that I had to look up!

Research 159
article thumbnail

Latest Research on Personality Assessments for Sales Selection

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Two articles caught my attention today. The first, 10 Traits of Successful Salespeople , was typical of the misinformation that often passes for must-read information: The data came from commission-only insurance salespeoplein just one company so it has limited application in other industries.

Research 291
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

The Problem With Having Crappy Sales Managers

Understanding the Sales Force

While I was researching this stupid, preventable issue, I found that many LG owners have the same problem. The lettering above the dials of our LG washing machine (pictured above when new) have worn off.

article thumbnail

Data Shows Sales Commitment and Motivation Changed During Quarantine

Understanding the Sales Force

the other version of OMG this time) Was he asking me to do some research on sales assessment statistics ? Specifically, he was wondering if there was an increase in the number of salespeople who lacked Commitment or whose Outlook wasn't good. God, I love that! Damn that Steve is good. Turns out he was right.

article thumbnail

You Can't Lose Customers or Salespeople - 2 Secrets to Their Retention

Understanding the Sales Force

I also found a similar pattern as I did when I searched for "top sales blogs" last month as part of my research for the article, The Top 12 Sales Blogs of 2022 That Make You Think and Sell More. There were lots of articles that had the top 5, 7, 10, 12, and 15 reasons why salespeople leave or quit their jobs.

Retention 193
article thumbnail

Movie Contrasts the Best and Worst Salespeople

Understanding the Sales Force

Were not skilled traders although they did conduct some research. Commonality with Sales While I thought it had a lot in common with selling, the twelve central figures: Were not professional investors although they did invest in GameStop. Did not trade as a full-time job or hobby.

article thumbnail

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

Understanding the Sales Force

Pink points to research showing that extroverts and introverts are not as successful in sales as ambiverts, the people in the middle of the scale between both extremes. Our research at Objective Management Group (OMG) would support this "discovery". Our research doesn't support that!

Scale 255