14 Sales Topics That Readers Cared About Most in 2017

Posted by Dave Kurlan on Thu, Dec 14, 2017 @ 10:12 AM

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As 2017 comes to a close and we prepare for 2018, there are two things I do each year that have been very popular.  The first is to list the most popular articles of the year which I'll share below.  And the second is to republish the popular Nutcracker/Sales article for those who haven't read it and those who find value in a reread.  I'll republish the Nutcracker article early next week.  Now, the most popular articles of 2017 presented by most read (1pt ea), most engagement/commented (2 pts ea), most excitement/shares (5 pts ea), and my favorites that weren't listed in the other categories.

Top 5 Articles of 2017

1. New Analysis Shows the 5 Biggest Gaps Between Top and Bottom Sales Performers  
2. Top 10 Tips to Help You Sell More And Get More Done Than Anyone Else This Year Part 1  
3. How Your Salespeople Measure Up in the 21 Most Crucial Sales Competencies for Modern Selling  
4. 7 Reasons Why Salespeople Underperform and How Sales Leaders Can Coach Them Up 
5. Predict the Weather but Control the Sales Forecast and Revenue  

My favorites that don't appear above:

1. More Fake News in Sales Organizations Than on TV Networks!  
2. Why You Should Care That Sales Motivation Data Correlates Perfectly With Sales Effectiveness  
3. 21,000 People Agree That These are the Top 5 Traits of the Best Salespeople  
4. Sales Excellence: How to Close Anything and Everything in Any Vertical     
5. What B2B Companies Must Learn from the 10 Reasons Amazon is Destroying Retailers  

Image Copyright iStock Photos

Topics: Dave Kurlan, best sales blog, best sales articles, sales and sales management tips

Sales Recruiting Effectiveness and Trust

Posted by Dave Kurlan on Wed, Dec 07, 2011 @ 05:12 AM

An Objective Management Group (OMG) Partner asked for a statistic that shows the difference between a company's effectiveness hiring salespeople when using a recruiter versus their effectiveness when using OMG's Sales Candidate Assessment.

We have so many statistics that they are coming out of our...database! 

The assessment is customized right down to who they need to call on, the price point they are selling at, the competition they face, what you actually need them to do, the resistance they'll face, etc.

When a candidate is not recommended (we don't believe they will succeed in that role at your company selling the product or service specified to your market with all of the conditions they'll be facing), but a client hires that candidate anyway, 75% fail within 6 months.  When a recommended candidate is hired, 92% rise to the top half of their sales force in the first year.  That's having statistics on your side!

We have boatloads of anecdotal evidence but we have not collected empirical data on the comparison our Partner asked for so I was wondering if you would find it satisfying to help?  Whether or not you have used OMG's assessments and/or a recruiter, if you could answer six very simple questions, we will have that statistic very soon!

If you are feeling very helpful, this is the last week (ends 12-9-11) I'm accepting answers to the Trust Survey based on this article about whether salespeople can be trusted.  The data collected from this survey will help us develop the next generation of assessments that will include industry specific needs for salespeople who can more effectively build trust, as well as enhancements to sales training based on industry perceptions.

Topics: Dave Kurlan, top sales thought leader, best sales assessment, best sales candidate assessment, best sales blog

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About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog earned a medal for the Top Sales & Marketing Blog award for six consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016 and this one for 2017. Read more about Dave.

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