Understanding the Sales Force

Dave Kurlan's 10 Surefire New Years Resolutions For All Salespeople

Understanding the Sales Force

Like most people, this year I intend to make good on my New Year’s resolution. It’s actually more of a life resolution than it is a New Year’s resolution in much the same way that salespeople should make theirs a career resolution. If it’s important enough then it shouldn't be for only one year.

The Top 8 Requirements for Becoming a Great Salesperson

Understanding the Sales Force

If you're young enough, some of the questions in the first few paragraphs won't apply because you haven't experienced the world without the innovations mentioned below. Don't let that prevent you from reading this because after the milestones, we'll get to the good selling stuff.

The Top 10 Sales Articles of 2018

Understanding the Sales Force

Many of us love traditions, some of us have rituals or superstitions and most of us find comfort in a routine. Routines are familiar, we don't have to think about it, and it's predictable. In December I have two traditions with my Blog.

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Why are Half of All Sales Reps Still Missing Quota in a Booming US Economy?

Understanding the Sales Force

Around this time ten years ago, the US economy was famously tanking. I remember it well as revenue at Objective Management Group dropped by more than 30%, almost overnight.

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Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

Popularity Polls are Just Like Sales Management Tracking Metrics!

Understanding the Sales Force

Image Copyright iStock Photos. Have you ever watched a news program where they presented poll results, like the number of people in favor of legalizing marijuana?

The Wrong Salespeople are Hired 77% of the Time

Understanding the Sales Force

94% of sales managers are optimistic about their salespeople. That's a very surprising statistic for a couple of reasons: 50% or more of their salespeople won't hit their quotas this year and haven't since at least 2008.

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Would Henry Ford be Able to Sell Cars Today?

Understanding the Sales Force

Cars were in the news this week when GM announced they were closing plants in the USA and President Trump pushed back. So it got me wondering. Dave Kurlan Consultative Selling sales process

How Getting Feedback and Making Adjustments are the Keys to Sales Improvement

Understanding the Sales Force

Becoming a great at selling - or anything else for that matter - is about making adjustments. In order to make an adjustment you need feedback - something you see, hear or feel that informs your ability to adjust. Take Baseball for example.

Speed Limits, the Flow of Traffic, and Sales Pipelines

Understanding the Sales Force

I don't get stressed anymore when I'm driving. All it took was for me to not exceed the speed limit.

In the Race to Win More Customers, Sales Needs Digital Transformation

Salesforce users were surveyed about the forces shaping today's workplace. Discover the results and why investments in digital transformation and automation are pushing sales teams ahead.

Where Can You Find the Best Salespeople?

Understanding the Sales Force

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. Or not. Either way, you'll at least want to know where you can find the best salespeople in the world, right?

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How I Realized That Selling is Just a Bunch of Crap

Understanding the Sales Force

Those are strong words and probably quite surprising coming out of my mouth but I'll explain it all. Earlier this week I was leading another Sales Leadership Intensive and during a break it came to me.

New Data Shows that You Can Double Revenue by Overcoming This One Sales Weakness

Understanding the Sales Force

My wife and I have been watching 24 for the last few months and we've made it to season 7. Once in a while, one or both of us falls asleep during late-night episodes but we are always saved by: PREVIOUSLY ON 24.

Salespeople With This Weakness Score 47% Worse at Reaching Decision Makers

Understanding the Sales Force

A lot of the salespeople I coach have a weakness in their Sales DNA - their need to be liked. Approximately 58% of all salespeople have this weakness and on average, salespeople score 76% in that competency.

Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

Finally!  Science Reveals the Actual Impact of Sales Coaching

Understanding the Sales Force

You must have heard the joke that 73.6% of statistics are made up! I have read and even reported that sales leaders who coach their salespeople see a boost in revenue of around 27%. It sounds like a realistic number but I have not seen any science to back it up. Until now. Check this out!

The Top 12 Factors that Cause Delayed Closings and What to Do About Them

Understanding the Sales Force

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.

How to Achieve Short-Term Explosive Growth from your Sales Team

Understanding the Sales Force

Explosive Growth. Positive Momentum. Better Morale. Greater Confidence. Improved Capabilities. Dave Kurlan Sales Coaching sales management training sales leadership training sales data

Which 4 Sales Competencies Best Differentiate Top from Bottom Salespeople?

Understanding the Sales Force

The difference between great salespeople and weak salespeople has been debated for years. The articles in my Blog typically address these differences with science and data to support to my position.

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How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. To stay competitive in today’s market, you need to implement a formal coaching approach that is aligned with your buyer’s journey and internal processes to drive results. Fortunately, Steve Benson is here to help you become that great coach.

How the Cheesecake Factory Menu Can Make You a Better Closer

Understanding the Sales Force

Have you ever visited a Cheesecake Factory? I LOVE the menu - they offer EVERYTHING. The downside is that because there are so many items to choose from, it's difficult to decide what to order. That's better than the options you have with my Blog.

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Golden Nuggets from the CSO Insights 2018 Sales Talent Study

Understanding the Sales Force

I had a chance to review the CSO Insights 2018 Sales Talent Study and extracted some fascinating data. I thought it might be interesting to take their data, overlay some of Objective Management Group's (OMG) data, and see what we can take away from that.

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Last Day Madness on the Sales Force - That's One Kind of Urgency

Understanding the Sales Force

The 2018 World Series is in the rear view mirror, my family can go to sleep at a normal time again, and sports fans can finally devote their attention to Basketball, Hockey and Football (and soccer okay? You got me to say it).

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Do the Best Sales Managers Have the Best Salespeople?

Understanding the Sales Force

We all see the effects that strong leaders have when they surround themselves with either strong, mediocre or weak people. What happens when strong leaders inherit a mixed team? What happens when they hire a mixed team? What happens when we ask the same questions about weak leaders?

Togetherness: Achieving Sales and Marketing Alignment

Speaker: Jeff Davis, Founder, jd2 Consulting Group

Jeff Davis is here to help you think differently about how Sales and Marketing should interact. With increased scrutiny for marketing to prove ROI on their activities and it becoming increasingly hard for B2B salespeople to even get in front of customers, the old way of doing business is no longer an option. This webinar will use evidence-based research and empirical knowledge to propose real-world strategies that work.

Data Shows Most Salespeople are Dinosaurs When it Comes to Social Selling

Understanding the Sales Force

Several recent LinkedIn posts have urged readers to pick up the phone instead of trying to find new opportunities by using social media. I wrote a very popular article about using the phone 3 years ago called, The Next Can't Miss Game Changer for Sales.

Data Shows That Only 14% are Qualified for the Easiest Selling Roles

Understanding the Sales Force

Lays Potato Chips. Movie Theater Popcorn. Toll House Chocolate Chip Cookies. BBQ Ribs. Fudge Brownies. Rolos (a personal favorite from years ago). All junk food which, after having the first one, you just can't stop there. You must have more.

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Elite Salespeople are 26 Times More Effective at This Competency Than Weak Salespeople

Understanding the Sales Force

Dave Kurlan sales core competencies objective management closing deals OMG Assessment delayed closings

Data Shows 1st Year Sales Improvement of 51% in this Competency

Understanding the Sales Force

I've written extensively about how salespeople score in 21 Sales Core Competencies. Typically, both the articles and data are shared in the context of the difference between top salespeople and weak salespeople but rarely have I written about what happens after salespeople have been evaluated.

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Staying Relevant in Sales as AI and Technology Continue to Take Over

Speaker: John Barrows, CEO, JBarrows Sales Training

As technology and AI advance, and as companies and reps continue to look for technical solutions to increase efficiency throughout the sales process, the human element of sales is being lost.The question we need to ask ourselves is – what can we do that a computer can’t? The answer lies in context; if we as sales professionals are not adding any context to our content, then we bring no additional value to what marketing and technology are already doing. Learn about the importance of context, and where and how to add it throughout the sales process!

New Data Shows That Elite Salespeople are 700% Less Likely to Do This

Understanding the Sales Force

How effective are salespeople when it comes to creating urgency? I'm not talking about salespeople who create urgency by telling their prospects that if they don't order today the price will go up or it won't be available.

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Latest Data - Strong Salespeople Score 375% Better Than Weak Salespeople

Understanding the Sales Force

Some of you might have seen Bryce Harper's incredible last-minute barrage of home runs in the 2018 All-Star game. It's one of the highlights of summer! Today I give you a barrage of my own with three killer videos and a powerful data-packed article.

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Discovered - Data Reveals the Biggest Obstacle to Closing More Sales

Understanding the Sales Force

Humans have been waiting for thousands of years to discover the secrets of life. Why are we here? Why do bad things happen? What happens after we die? Is Heaven real? What is God's plan for us? While many experts have attempted to answer all of these questions, most of us lack proof. There's no data.

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When Good Prospects Can be Worse Than Tough Prospects

Understanding the Sales Force

I was on the way to a meeting and the traffic was stop and go - not moving for a minute, then back up to 30 MPH, and then back to a dead stop. I've been driving since 1972 and have driven in all kinds of conditions.

7 Must-Have Automated Documents for Sales Success

Companies are increasingly implementing technology to bring efficiency to their workforce. Data accessibility aside, teams continuously struggle with manual processes for document generation. Learn why automating your documents is key to sales success.

How Your Salespeople Measure Up in the 21 Most Crucial Sales Competencies for Modern Selling

Understanding the Sales Force

Image Copyright BrianAJackson. Over the years I've debunked a number of articles that cited nothing but junk science.

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New Data Reveals Why Veteran Salespeople Are Not Better Than New Salespeople

Understanding the Sales Force

I mined Objective Management Group (OMG) data and compared salespeople who have been with their company for 10 years or more, with salespeople who have been with their company for five years or less. Theoretically, the veteran salespeople should be better and stronger in every way. But are they?

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Great Example of Why Sales Success Is Not Always Transferable

Understanding the Sales Force

Would a NFL Quarterback make a good MLB pitcher? Would a star MLB hitter be a great Pro Golfer? Would an all-star NBA Center be an effective Lacrosse player?

3 Tweaks to Your Sales Approach Are Steps Toward Sales Greatness

Understanding the Sales Force

Consider how frustrating it is to approach a traffic circle, or as we call them in Massachusetts, a rotary, during rush hour.

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Using Connected Device Data to Improve Sales

Speaker: Charlie Isaacs, CTO for Customer Connection at Salesforce

Now that you've figured out how to connect your products and devices to the cloud, how do you prove that your investment will pay off? Discover the power of Smart CRM, and find out how companies are leveraging the best ideas from Software as a Service to provide Customer Experience as a Service.