Sales - What the Data Tells Us - The Series

Posted by Dave Kurlan on Wed, Aug 13, 2008 @ 22:08 PM

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 more than 500,000 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 UsWhile 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:

Science and the Length of Your Sales Cycle

Validation of the Validation of the Sales Assessment

Presidents & CEO's: 4 Out of 5 Sales Managers Are Ineffective!

The Real Problem with the Sales Profession and Sales Leadership

Are Sales and Sales Management Candidates Getting Worse?

Sales Excellence Studies Propagate Mediocrity

Top 5 Insights From Latest Sales Organization Studies

Dan Pink Hits and Then Misses the New Key to Sales Performance

Another HBR Article on Sales Leaves Me with Mixed Feelings

Are (Lack of) Results Due to the Salesperson or the Company?

When are Salespeople Too Old to Sell Effectively? 10 Conditions

Getting Reluctant Salespeople to Fill Their Empty Pipelines

The 5 Keys to Effective Sales Coaching and Results

Why Do So Many Salespeople Fail to Make Quota?

Why Most Companies are Struggling to Grow Revenue

Does Your Sales Force Look Like This?

Sales Leaders Got These Issues All Wrong

Should You Restage Your Sales Pipeline?

Another Sales Assessment Takes on OMG - What Does it Reveal?

Are Women in Sales Less Trainable?

The Sales Assessment Client Who Didn't Renew after All These Years

Most Salespeople Suck at Selling

Revealing Study of Salespeople Makes News at HBR

The Latest Astonishing Findings About Sales Managers

Another Behavioral Style Assessment Pretends to Assess Salespeople

The Science of Achievement Applied to Sales Success

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

Harvard Business Review Hit and Then Missed the Mark on Sales

Personality Assessments for Sales - The Definitive Case Study

Fact Based Reasons Why New Salespeople Fail - the Data Points 

The Top 10 Reasons Why Sales Commitment is More Important

Sales Longevity - The Science of Predicting Sales Turnover (This is One of My White Papers)

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 Effectiveness

Top 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 

Rejection Proof - The Science Behind Success in Sales

Top 10 Reasons Why Commitment Has Become More Important

But I'm a Sales Guy! The Story of Motivation and Compensation

What Sales Leaders Don't Know about Ego and Empathy

Call Reluctance in Salespeople - Causes, Factors and Predictors

Sales Effectiveness - IDC and CEB Draw Conflicting Conclusions

How Many Salespeople Made Quota in 2010?

Why Young Male Salespeople are at a Disadvantage

Can the Lack Commitment to Sales Success Finding be Wrong?

Can the Worst Salespeople be Saved?

How to Close a Sale using Proof of Concept

Beach Ball of Death Predicts Lack of Sales Growth

Rebuttal to What Elite Salespeople Do Differently


Topics: sales competencies, assessments, recruiting, Sales Coaching, accountability, leadership, Motivation

About Dave

Dave Kurlan's Blog has earned a medal for the Top Sales & Marketing Blog award five years running.  This year the Blog earned a Gold Medal and this article earned the Bronze Medal. Read more about Dave.

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