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Understanding the Sales Force

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Sales - What the Data Tells Us - The Series

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Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert.

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 UsWhile 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 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


Posted by Dave Kurlan on Wed, Aug 13, 2008 @ 09:27 PM

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