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Dave Kurlan

Dave Kurlan
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.

Salespeople Failing to Get Prospects to the Phone

Yesterday's article discussed the problems that occur when you leave things up to your salespeople. We also discussed some of the problems that...

Bad Things That Happen When You Leave it Up to Your Salespeople

Here are the 10 most common things that your salespeople will do when they aren't managed effectively, or, in many cases, when they are...

Does Fear Prevent Salespeople From Executing Your Sales Plan?

Do you have those dreams? No, not the one where you become wealthy and can buy anything you want; the dream where you're...

Is it Good to Have Perfectionists on Your Sales Force?

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,...

Little League and the Sales Force – It’s more Than Trophies

It's Little League time in my neck of the woods. That means parades, six weeks of baseball games, practices, coaching and awards. The awards...

Money Motivated Salespeople a Dying Breed

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...

The Prospect Isn’t Talking with Any Other Salespeople

Have you ever heard that one before? It's not that this can't happen. Some people don't need to compare, talk with three companies, look...

Selling is Like Rocket Science Until You Do These 2 Things Well

We were in the designer furniture store where everything is made to order, takes 8-12 weeks and the price of a chair starts at...

Top 6 Factors for Killing a Sales Opportunity or Prospect

You have a prospect and things were moving along pretty well and now you can't get them back on the phone. Should you move on?…

Startups and the Dilemma of the First Sales Hire

When a company is ready to hire someone for its first sales role, they often face a big dilemma: Should it be a salesperson? Should…

Getting Deals Closed – End of Quarter Sales Gone Mad

In the 26 years that I've been helping companies grow and develop sales and revenue, I have rarely met with an executive for the...

Does Inbound Marketing Deliver Good Leads for the Sales Force?

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...

Top 7 Sales Force Compensation Secrets

A reader asked an interesting question about the relationship between sales assessment performance and income. "If someone does well on the assessment but never...

The Effect of Momentum on the Sales Force

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,...

Sales Effectiveness – IDC and CEB Draw Conflicting Conclusions

The latest IDC Study says that of the customers who changed vendors last year, 65% did so because they either had a poor relationship...

The Myth of Sales Habits and Competencies

I get a kick out of the feedback we get from some veteran salespeople and sales managers after their first training sessions. We hear things...

How Many Peddlers Do You Have?

Last week our eight-year-old son had "peddler" on his word list. We asked what it meant and he quickly and nonchalantly replied, "someone...

How Many Salespeople Made Quota in 2010?

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...

The Difference Between Good and Bad Sales Coaching Questions

When it comes to coaching salespeople, there are both good and bad questions that sales managers can ask to get the conversation started.  Here...

What Are Sales Intangibles?

Once in while an individual will fall outside the normal range of assessment results. That usually means either one of two things; Their performance...

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