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.
Basketball and the Difference Between Sales Studs and Sales Duds
I heard former NBA all-star and current ESPN basketball analyst, Bruce Bowen, talking about Kevin Garnett of the Boston Celtics. He characterized Garnett...
The Other Rejection – How Salespeople Struggle to Cope
Photo Credit - Fever Pitch on PhotoDune My colleague, Frank Belzer, just posted a terrific, thought-provoking article on Rejection. Please read that first for...
The #1 Top Key to Keeping Salespeople Motivated Revealed Here
Over the years you have worked with many salespeople and often times their success, or lack thereof, didn't correlate as much to their skills...
The 5 Keys to Effective Sales Coaching and Results
One confusing component of effective sales management is that great sales management skills don't always translate into great sales results. This phenomenon is...
Why Most Companies are Struggling to Grow Revenue
Chris Scirpoli, of Invoke Selling, managed to engage me for nearly 15 minutes in a power-packed, fast-paced, video interview that covered a tremendous amount...
John Robinson’s Secret to Overcoming All Sales Obstacles
Objective Management Group just completed it's annual international conference for Partners. Normally, I wouldn't write about it, but this event was different. ...
Challenges Don’t Always Require a Complete Sales Force Makeover
Many of the Sales Force Evaluations provided by Objective Management Group (OMG) reveal that the company's problems run so deep that they will require...
Sales Leaders Got These Issues All Wrong
The weather, with temperatures reaching the high 80's, was completely unfavorable for the runners entered in the 2012 Boston Marathon. Race officials...
Should You Restage Your Sales Pipeline?
As part of its sales force evaluation process, Objective Management Group (OMG) conducts a pipeline analysis and determines both the quality of the pipeline...
A Different Look at Sales Compensation
The pros and cons of both commission-based sales positions and salaried positions have been well-documented, so we won't be discussing that in this article....
Are Women in Sales Less Trainable?
Objective Management Group recently evaluated a sales force of 24 women. While working on the analysis, one member of our staff remarked that...
Can Too Many Opportunities be a Negative for Salespeople?
Very few people have a surplus of important things. Imagine these: Too many cars (could be a problem for a dealer but not for...
Getting Sales Decisions – Why Salespeople Struggle
If you were to remove the easy "yes" and "no" decisions that your salespeople hear during the course of the year, 80% of the...
Sales Team Morale is Overrated
Someone over at Focus.com posted the question, "Are you already behind on your 2012 sales goals?". One responses was another question, "What are some different...
Gaining Sales Traction is Like Talking to Kids
On a recent coaching call, I was explaining how to handle the prospect that doesn't admit to having an issue they need any help...
How to Use Playlists to be More Effective at Selling
By now, many people have either an iPad, iPod, iPhone or MP3 Player to create playlists for music. Your playlists might include favorite...
What Makes a Lead a Good Lead?
A dozen leads came in today and among them were leads from DELL and Bose. Both are large companies and might even make...
What it Really Means When CRM Isn’t a Sales Force Priority
It's rare when a company isn't using something for CRM, even if it's an old version of ACT. In most companies, it's not...
How Frequently Do Your Salespeople Practice Selling?
Once upon a time, when I was much younger, I was a professional musician. I started out by taking weekly, private piano lessons...
Top 10 Sales Training Realities versus What You Believed
It doesn't matter who the sales trainer is. It doesn't matter what the content is. It doesn't matter what the subject is but let's choose…