Articles Based on Data and Research
Comparing Salespeople to Children
Assessments Compared
Case Histories
Articles on Sales Motivation
Articles on the Impact of Sales Training Celebrities and the Sales Force
Top 10 Sales Competencies
Top 10 Sales Management Functions
Sales Coaching
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Is there data that 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, your beliefs, your practices and your behaviors?
I've written a number of articles based on my research, our data from assessing more than 500,000 salespeople, statistics or pure science. Some of the articles pertain to sales performance, while others are based on the hundreds of thousands of salespeople we have assessed.
This series of articles is called Sales - What the Data Tells Us. While some of the articles simply report the research or data, others in the series share either my insights about the data or provide data to support my insights. Here are the articles:
Personality Assessments for Sales - The Definitive Case Study
Fact Based Reasons Why New Salespeople Fail - the Data Points
The Correlation Between the Findings and Performance
The Modern Science of Salesperson Selection - This is one of my White Papers.
Ultimate Comparison of Sales Superstars and Sales Losers
Pfizer Reduces Size of Sales Force by 20%
10 Reasons for HR and Sales Management to Hire Winning Salespeople Using Assessments
Sales Assessments - More Accurate Than Sales Management Thinks
How to Elminate the 80/20 Rule on Your Sales Force
What Do Sales Managers Do With Their Time?
Misleading Sales Numbers Part 2
Where Are All the Hunters and Farmers?
Sales Coaching - Between the Lines
Myths About Top Performing Salespeople
Sales Hiring Efficiency
Is He or Isn't He?
A Behavioral Styles Assessment versus OMG's Assessment
How to Find More Hirable Sales Candidates
How to Select More Effective Sales Candidates
Sales Statistics that Reveal Sales EffectivenessTop 5 Reasons Why OMG's Assessments are More Predictive
Who Are Better Salespeople - Men or Women?
Misleading Statistics and Hiring the Wrong Salespeople
How Many Salespeople Shouldn't be in Sales?
More Than Half of All Sales Managers Should Consider...
How to Hire the Best Salespeople on the Planet
Are Sales Cycles Really Getting Shorter?
Does Sales Assessment Completion Time Affect Validity?
The Science of Selling - Rules versus Data
The Top 5 Factors to Prevent Sales Turnover
Posted by Dave Kurlan on Wed, Aug 13, 2008 @ 09:27 PM
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Click here to Download Dave Kurlan's updated and revised breakthrough White Paper on The Modern Science of Salesperson Selection. Dave's years of research, development, process, application, and client successes are very apparent in this study. This will change your sales recruiting process forever!
Click here to learn more about the huge benefits that you'll get from evaluating your sales force. When we look at your people, strategies, systems and processes you'll be able to see what was previously hidden from view. Our sales force evaluation process determines what you must change in order to achieve the organic growth you want.
