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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.

What The Salesperson Saw (or Didn’t) – A Question about Sales Calls

Most people do the same things every day and perhaps you notice some of them. For instance, I see the same joggers on...

When it Comes to Compensation Sales is Not Like Baseball

Regular readers know that I follow - no - live and die by the Boston Red Sox. I awoke this morning to discover...

How to Determine if Your Sales Process is Effective

You know all about reverse engineering, right? The Chinese do...that's how they've copied all of the products that others have created and sold...

Success Factors for a Sales Training Initiative

If your company is about to begin a sales development initiative, do you know the factors that will determine its eventual success or failure?...

Sales – It’s More Like Miss Universe Than the Olympics

1st Place. Winning. #1. The Best. Top. Champion. Great, exciting labels. World Champion. The San Francisco Giants won...

Another Behavioral Styles Assessment Pretends to Assess Salespeople

If you're a regular reader, you know I have sometimes written about other assessments and how they fare when they go head to head...

Sales and Sales Management Simplified

I am often accused of writing about the nuances, science, complexities, and advanced concepts of sales force management and selling.  Shoot me.  Guilty as...

The App Store Provides Insights into Your Company’s Sales Challenges

Let's look at your company, brands, products and services. Is there any possibility that someone could go wrong buying from you? To answer...

The Science of Achievement Applied to Sales Success

I finally read Malcolm Gladwell's great book, Outliers: The Story of Success, where he relates the histories of some wildly successful and unsuccessful stars...

Sales 2.0 Tools Have Their Place, But Where is It?

I am so fed up with the Sales 2.0 hysteria. Sales 2.0 - it's about getting found and using the social networking tools to...

NY Times Articles Hits Then Misses the Mark on Sales

No doubt about it now. This has to be my lucky week. on Tuesday I got to take on the Harvard Business...

Caliper and Selling Power Hit and Then Miss the Mark on Sales

This must be the week for big names laying big eggs. The problem stems from the fact that people who are not experts...

Harvard Business Review Hit and Then Missed the Mark on Sales

Subscriber Ken Lesser pointed me to this recent Harvard Business Review article. Their observations of 800 salespeople weren't significantly different from Objective Management...

The Hidden Power of the Sales Candidate Follow Up Letter

You receive follow up letters from your sales candidates all the time, right?  And you probably make notes in their files that they sent...

How to Get Salespeople to Leave Their Comfort Zone

We asked our 8-year-old son if he was willing to help out and have a female classmate ride home with him today.  He wasn't...

Effective or Easiest – Which Path Will Your Salespeople Choose?

If you were a fly on the wall at a client's sales training event you would observe several interesting dynamics when it comes to...

How Can Anyone Spend That Much Time on Sales Coaching?

According to Objective Management Group's considerable data, only 15% of all sales managers spend as much as 25% of their time on coaching and...

Election Day – Like Decision Making Day for a Sales Opportunity?

November 2 is Election Day in the USA when the candidates, along with the rest of us, learn who the big winners will be. ...

When Agreement is Really Disagreement – Happy Ears for Salespeople

Your salesperson asks his prospect a question like, "Does that make sense?" and his prospect replies, "Sure."  Feeling relieved that his explanation was successful,...

Can Your Salespeople Sell More Effectively by Asking More Questions?

By now most executives understand the role and importance of questions in the sales process. More questions?  Okay. Better questions?  Sure. Tougher questions?  Makes sense.…

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