About Dave

Dave Kurlan is a best selling author, top rated speaker and was a finalist for the 2011 award for Top Sales & Marketing Thought Leader. He is the founder and CEO of the Objective Management Group, Inc. (OMG), the leading developer of sales force evaluations and sales candidate assessments, headquartered in Westboro, Massachusetts. OMG was named the Top Sales Assessment Tool for 2011.

He is also the CEO of David Kurlan & Associates, Inc., a leading sales force development firm. He possesses more than 30 years of experience in all facets of sales, sales leadership, sales strategy, sales training, coaching and consulting.

Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Fortune Sales & Marketing Summit and Sales & Marketing Management Magazine's Sales Management Conference.

Internationally known for his groundbreaking work in evaluating sales people, he is the developer of The Dave Kurlan Sales Force Profile, a tool for evaluating the people, systems and strategies in sales organizations. Dave is the co-developer of Salesmind, software that helps salespeople overcome their weaknesses, the Visual Pipeline, and SalesTrack, an accountability application for sales managers.

He has been featured on radio, television and in print, including World Business Review, Business Week On Line, Inc. Magazine, Selling Power, Sales & Marketing Management Magazine, Business Week online, and Incentive Magazine. He has written two books on sales: Mindless Selling and his best-selling book, Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He has written STAR, a proprietary recruiting process for hiring strong salespeople and he is the author of Understanding the Sales Force, named the Top Sales & Marketing Blog of 2011. He is featured on Inc. Magazine's video How to Increase Sales and Profits by 1000%. Dave is also a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life Volume 2, and Stepping Stones along with coauthors Brian Tracey and Deepak Chopra.

About the Blog

When I began this blog, my goal was simply to capture my thoughts in one place and ultimately organize them into my next book, as yet untitled, on effective sales management. As the articles mounted, the audience grew and the time flew, the blog took on a life of its own. Now, nearly 900 articles later, I challenge you to look for a sales force topic that isn't addressed here.

As a thought leader in sales effectiveness and sales development, Understanding the Sales Force is my forum to relate case histories, experiences, thoughts, analogies and statistics from the world of Sales Force Evaluation, Sales Candidate Assessment, Sales Development, coaching and training.

All of the articles give you my perspective. I attempt to be entertaining. I want to make you think. I don't write about your father's sales force.