Understanding the Sales Force

DECEMBER 1, 2020

Consultative Selling Skills - Caliper calls this "Gathers and Analyzes Information" and scored the candidate at 48%. OMG looks at the specific skills necessary for selling consultatively and scored the candidate at 22%. The candidate scored 60% on Caliper and 92 on OMG.

Comparison 306

Comparison Lead Rank Lead Scoring Hiring 306

Understanding the Sales Force

APRIL 4, 2013

Selling Skills - They never developed the kind of selling skills that would allow them to role-play all of the various scenarios that are bound to come up. Respect - Salespeople don''t respect their talent. Relationship - They don''t have a strong enough relationship with their salespeople.

Coaching 221

Coaching Sales Management Incentives Incentive 221

Understanding the Sales Force

OCTOBER 15, 2014

The evaluation showed that he was a very strong salesperson with tremendous selling skills, but it also identified a few telling issues: sales assessment sales force evaluation enjoys selling dave kurlan sales force profile sales assessment testing money motivated sales development personality assessment'

Selling Skills 163

Selling Skills Motivation Sales Company 163

Understanding the Sales Force

JULY 10, 2014

The biggest changes since our original set of 21 Core Competencies in 1994 are the inclusion of categories that compliment our dashboards as well as the inclusion of Sales Posturing and Social Selling.

Top of Funnel 309

Top of Funnel Social Selling Funnel Promotion 309

Understanding the Sales Force

APRIL 4, 2012

OMG found that the candidate has only 11% of the attributes of the Consultative selling skill set and 11% of the attributes of the Closer skill set. OMG found that while the candidate Enjoys Selling , he has a very low Sales Posturing Score, so he'll struggle making good first impressions. But that isn't necessarily so.

Hiring 184

Hiring Cold Calling Selling Skills Consultative Selling 184

Understanding the Sales Force

FEBRUARY 21, 2013

Selling skills! According to Objective Management Group's endless source of data, sales managers possess, on average, only 45% of the attributes of an effective sales coach. And this will come as a surprise: In which attributes are they most deficient? That brings us to the next problem.

Hiring 242

Hiring Sales Management Territories Analysis 242

Understanding the Sales Force

SEPTEMBER 11, 2013

The problem with the 5 that Mark identified is that none of them speak to either sales DNA, Commitment, Desire or selling skills. So while it''s important to identify predictors of success, predictors that correlate in only one direction will often disappoint.

Lead Rank 283

Lead Rank Lead Scoring Hiring Hubspot 283

Understanding the Sales Force

NOVEMBER 15, 2012

These weaknesses can neutralize entire sets of skills, from Hunting skills to Consultative Selling skills, to Qualifying skills to Closing Skills. The skills might be there but if the weakness gets in the way, they won't use or execute what they know.

Airlines 268

Airlines Prospecting Decision Maker Vendor 268

Understanding the Sales Force

JUNE 20, 2012

Perhaps these examples can get you thinking of some of the areas in which selling skills have tremendous room for improvement. (c) c) Copyright 2012 Dave Kurlan

Consultative Selling 231

Consultative Selling Call-back Proposal Follow-up 231

Understanding the Sales Force

SEPTEMBER 26, 2014

These salespeople have consultative selling skills, make it look easy, and close the majority of their fully qualified opportunities, crashing through goals and quotas. What kind of salespeople/joggers populate your sales force?

Hoovers 228

Hoovers Hiring Sales Qualified Lead Lead Rank 228

Understanding the Sales Force

OCTOBER 30, 2013

We include several factors to support our answer but I can share that the findings come from: their sales DNA, their Beliefs, their existing set of selling skills, and. their comfort level.

Decision Maker 269

Decision Maker Survey Follow-up Margin 269

Understanding the Sales Force

JANUARY 24, 2014

If 50% of sales management is coaching and developing salespeople, then the new sales manager would need to have elite selling skills to support the necessary coaching skills which, in most cases, don''t yet exist. Only 6% of all salespeople have elite skills and only 7% of all sales managers have elite coaching skills.

Sales Management 214

Sales Management Webinar Metrics Coaching Sports 214

Understanding the Sales Force

MARCH 14, 2014

In the case of this sales force, sales managers were spending only 12% of their time on coaching and it didn''t include coaching to reinforce, develop or improve consultative selling skills. The sales managers didn''t really know how to sell consultatively either!

Consultative Selling 253

Consultative Selling Training Conference Coaching 253

Understanding the Sales Force

OCTOBER 30, 2012

Consultative Selling Skills (Caliper calls this "Gathers and Analyzes Information" and scored the candidate at 48%. OMG looks at the specific skills necessary for selling consultatively and scored the candidate at 22%). The candidate scored 60% on Caliper and 92 on OMG).

Lead Rank 238

Lead Rank Lead Scoring Hiring Sales Qualified Lead 238

Understanding the Sales Force

JUNE 30, 2014

Click here to request a sample of OMG''s Sales Candidate Assessment.

Sales Cycle 217

Sales Cycle Distribution Territories Up-Sell 217

Understanding the Sales Force

FEBRUARY 12, 2024

It would be better, and way more cost effective, if you simply improve your selling skills so that prospects want to take your call, want to meet with you, and want to give you their business. Before you get too excited about the opportunities presented by the whipped cream option, whipped cream replacements are the easy way out.

Sales Cycle 203

Sales Cycle Engineering Selling Skills Meeting 203

Understanding the Sales Force

SEPTEMBER 27, 2018

Maybe you drink the finest wines, stay at the most luxurious hotels, dine at the best restaurants, purchase the best brands and drive the fanciest cars. Either way, you'll at least want to know where you can find the best salespeople in the world, right?

Hotels 294

Hotels Groups Objections Data 294

Understanding the Sales Force

MARCH 27, 2019

When you hear a phrase like the hard sell , do you instantly think of car salespeople? While someone's reference to a hard sell may differ, the perception of the hard sell is fairly universal. Replacement windows? No offense intended to those of you in one of those three industries!

Insurance 263

Insurance Insurance Objections Up-Sell 263

Understanding the Sales Force

SEPTEMBER 25, 2018

Over the past 3 months, my wife and I have been up and down the east coast driving our son to and from baseball tournaments and college showcases. Invariably, each drive back home has taken twice the time it should have because of road construction. 4 traffic delays because of road construction delayed us for another 2 and 1/2 hours.

Closing 262

Closing Construction Call-back Coaching 262

Understanding the Sales Force

OCTOBER 2, 2017

Image Copyright iStock Photos. I just returned from the local car dealer. Have you ever noticed how happy people are when they are buying things? What about you? How did you feel the last time you took delivery of your new car? Was it the new car smell? The finish? The wheels?

Sports 149

Sports Customer Buyer B2C 149

Understanding the Sales Force

MAY 18, 2016

I hate this article already - the last thing we need is another article to help us to understand Millennials. Except for one thing. Most of you reading this are Millennials and you probably need to better understand boomers.

Top of Funnel 185

Top of Funnel Sales Funnel Inside Sales 185

Understanding the Sales Force

APRIL 19, 2012

mastering the coaching skills to support the consultative selling skills training. learning to recruit salespeople who already possess the ability to sell consultatively. staying 5 steps ahead of their salespeople in the mastery of consultative selling skills. What is involved in driving process?

Hiring 180

Hiring Consultative Selling Incentives Incentive 180

Understanding the Sales Force

JUNE 11, 2014

Poor consultative selling skills. Lack of listening and questioning skills. Inability to Sell Value. Ineffective Sales coaching. Lack of Accountability. Unqualified Proposals or Quotes. Unqualified Demos. Inconsistent Messaging. Lack of On Boarding. Lack Effort. Rushing through the Sales Process. Poor Sales DNA.

Data 241

Data Decision Maker Proposal Trends 241

Understanding the Sales Force

JUNE 11, 2012

Is it: Improved Selling Skills? Understanding the Sales Force by Dave Kurlan What jump starts sales performance? Here are the first 30 I thought of. Change in Attitude? More Intensity? Written Goals? Effective Targeting? Stronger Motivation. Stronger Desire? More Pride? More Determination? New Sales Talent? Assessments?

Lead Rank 188

Lead Rank Incentives Incentive Sports 188

Understanding the Sales Force

JULY 22, 2013

The candidate must possess the minimum required sales DNA (the strengths that support successful selling) for their role at your company. The candidate must have the minimum required selling skills for the role. The candidate must meet all of the client-specific selling criteria for the role. Deal breaker. Deal breaker.

Hiring 209

Hiring Face-to-face Territories Selling Skills 209

Understanding the Sales Force

MARCH 5, 2012

She would have been more successful, but as the assessment showed, she wasn't a hunter, made excuses, wasn't money-motivated, and had zero selling skills other than her top-of-the-funnel skills. 3 - Exceeded 2 - Meets 1 - Failed.

Hiring 228

Hiring Top of Funnel Licensing Face-to-face 228

Understanding the Sales Force

AUGUST 19, 2021

However, there are some misguided selling strategies that can be undone and in today's article we'll discuss the benefits of the single tool that is the real deal and a huge difference maker. The "ABC's" is an alternate term for fundamentals. Unless ABC stands for Afghanistan, the Border, and Crime.

Face-to-face 310

Face-to-face Tools Government Benefit 310