Is there data which actually illustrates and supports what drives sales performance, hiring great salespeople, and developing salespeople? Is it meaningful? If the data is compelling, would you modify your views, beliefs, practices and behaviors?
I've written a number of articles based on my research, our data from assessing salespeople, statistics and/or pure science. Some of the articles pertain to sales performance, while others are based on the hundreds of thousands of salespeople whom we have assessed.
This article series is called Sales - What the Data Tells Us. While some of the articles simply report the research and/or data, others share either my insights about the data or provide data to support my insights. Here are the articles:
Finally! Science Reveals the Actual Impact of Sales Coaching
Top 13 Requirements to Help You Soar as a Sales Manager
The Top 8 Requirements for Becoming a Great Salesperson
Popularity Polls are Just Like Sales Management Tracking Metrics!
Why are Half of All Sales Reps Still Missing Quota in a Booming US Economy?
Data Shows That Only 14% are Qualified for the Easiest Selling Roles
Last Day Madness on the Sales Force - That's One Kind of Urgency
Examples of How Salespeople Lose Credibility with Their Prospects
Golden Nuggets from the CSO Insights 2018 Sales Talent Study
New Data Shows that You Can Double Revenue by Overcoming This One Sales Weakness
Salespeople With This Weakness Score 47% Worse at Reaching Decision Makers
Which 4 Sales Competencies Best Differentiate Top from Bottom Salespeople?
Where Can You Find the Best Salespeople?
The Top 12 Factors that Cause Delayed Closings and What to Do About Them
Discovered - Data Reveals the Biggest Obstacle to Closing More Sales
The Wrong Salespeople are Hired 77% of the Time
Data Shows Most Salespeople are Dinosaurs When it Comes to Social Selling
Data Shows 1st Year Sales Improvement of 51% in this Competency
Are Millennials Who Enter Sales Better or Worse Than the Rest of the Sales Population?
The Official 2017 List of 21 Sales Core Competencies
Are Millennials Who Enter Sales Better or Worse Than the Rest of the Sales Population?
HBR or OMG - Whose Data Really Differentiates the Top from Bottom Salespeople?
Those Who Follow Sales Best Practices Don't Necessarily Become Top Performers
What Percentage of New Salespeople Effectively Reach Decision Makers?
Surprising New Data Busts the Myths about Relationship Selling and Social Selling
New Analysis Shows the 5 Biggest Gaps Between Top and Bottom Sales Performers
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