Dave Kurlan is a top-rated speaker, the best-selling author of Baseline Selling, and a leading expert on Sales Force Development. He is the founder and CEO of Objective Management Group, Inc., the leading developer of sales assessment tools. He is also the CEO of Kurlan & Associates, Inc., a leading sales force development firm.
The best thing about perfectionists on your sales force is that you don't usually have to worry about their administrative accuracy. Their emails, letters,...
That's right. Today, fewer salespeople are motivated by money, to such a degree that Objective Management Group (OMG) will eliminate the Money Motivated finding...
Admit it. The thought of getting "found" by all of those new, interested prospects sounds really, really good, doesn't it? Dozens of targeted, quality...
A reader asked an interesting question about the relationship between sales assessment performance and income. "If someone does well on the assessment but never...
Momentum has a magical effect on salespeople. When salespeople are doing well, there is pressure on everyone to keep up, carry their fair share, compete,...
According to CSO Insights 17th annual Sales Performance Optimization (SPO) study released earlier this month, an all-time high percentage of salespeople hit their quota...
Once in while an individual will fall outside the normal range of assessment results. That usually means either one of two things; Their performance...