The Holidays Help to Differentiate Good from Bad Salespeople

Posted by Dave Kurlan on Mon, Dec 07, 2015 @ 06:12 AM


If you are anything like me, there are certain times of year that cause or allow feelings or sensations from years ago to come pouring back.  For me, it's the first day that smells like spring; the first snow of the winter; opening day of the baseball season; and burning leaves.  Each of these brings me back to my childhood and specific days or occassions that I associate with these milestones. Christmas has that effect on me and when it comes to sales in December, there is one article which, because of popular request, I have reposted for six consecutive years.  Why?  I'm not sure why it has remained so popular or why the analogies work so well, but the difference between good and bad salespeople can be explained very easily in this article.This year, I published it on LinkedIn Pulse and you can see it here.

After you read it, please return here for a few important notes:

I'll be leading two free presentations for Rapid Learning Institute on the topic of interviewing salespeople and how to be more effective at selection.  You can learn more about "Signs Your Candidate Will be a Bust" here.

This is also the time of year where we review and vote on your favorite articles from Understanding the Sales Force in 2015.  

The 5 I am nominating are:

How Wrong is the Harvard Business Review Article on How to Hire Salespeople?  
30 Reasons Why 1 Million Sales Jobs Will be Obsolete 
The Next Big Game Changer in Sales 
Rebuttal to What Elite Salespeople Do Differently 
Are We Wasting ourTime on LinkedIn? 

Each of these articles had thousands of views and were shared hundreds of times. 

Topics: Dave Kurlan, sales performance, sales effectiveness

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About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog has earned medals for the Top Sales & Marketing Blog award for eight consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

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