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:

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

The One Sales Data Point that Varies Wildly

What Percentage of New Salespeople Reach Decision Makers?

Surprising New Data on Salespeople Busts the Myths about Relationship Selling and Social Selling

Big Data and Big Lies Have Arrived in the Sales Training and Assessment Space

What Do You Blame When Salespeople Don't Schedule Enough New Meetings?

Breaking News - More Salespeople Suck Than Ever Before (and Why)

Can the Lack Commitment to Sales Success Finding be Wrong?

Can the Worst Salespeople be Saved?

Beach Ball of Death Predicts Lack of Sales Growth

Rebuttal to What Elite Salespeople Do Differently

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

Sales Leaders Got These Issues All Wrong

Does Your Sales Force Look Like This?

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

Why Young Male Salespeople are at a Disadvantage

The Latest Astonishing Findings About Sales Managers

Revealing Study of Salespeople Makes News at HBR

Most Salespeople Suck at Selling

Sales Effectiveness - IDC and CEB Draw Conflicting Conclusions

How Many Salespeople Made Quota in 2010?

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

Rejection Proof - The Science Behind Success in Sales

The Top 10 Reasons Why Sales Commitment is More Important

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

The Top 5 Factors to Prevent Sales Turnover

The Science of Selling - Rules versus Data

Does Sales Assessment Completion Time Affect Validity?

Are Sales Cycles Really Getting Shorter?

Ultimate Comparison of Sales Superstars and Sales Losers

How to Hire the Best Salespeople on the Planet

More Than Half of All Sales Managers Should Consider...

How Many Salespeople Shouldn't be in Sales?

Personality Assessments for Sales - The Definitive Case Study

Misleading Statistics and Hiring the Wrong Salespeople

Who Are Better Salespeople - Men or Women?

Top 5 Reasons Why OMG's Assessments are More Predictive

Sales Statistics that Reveal Sales Effectiveness

How to Select More Effective Sales Candidates

Fact Based Reasons Why New Salespeople Fail - the Data Points

Misleading Sales Numbers Part 2

What Do Sales Managers Do With Their Time?

Myths About Top Performing Salespeople

10 Reasons for HR and Sales Management to Hire Winning Salespeople Using Assessments

Sales Assessments - More Accurate Than Sales Management Thinks

Pfizer Reduces Size of Sales Force by 20%

Sales Hiring Efficiency

The Correlation Between the Findings and Performance

A Behavioral Styles Assessment versus OMG's Assessment

How to Elminate the 80/20 Rule on Your Sales Force

Sales Coaching - Between the Lines

How to Find More Hirable Sales Candidates

Where Are All the Hunters and Farmers?

Is He or Isn't He?

How to Close a Sale using Proof of Concept

 

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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