Bad Apples on the Sales Force - Sales or Sanity?

Posted by Dave Kurlan on Mon, Aug 18, 2008 @ 20:08 PM

Some of our many readers at Understanding the Sales Force leave their comments when they feel so moved to do so.  One reader, who chips in with a comment from time to time, identifies himself as Chubby Davis.  Look at the tremendous value that Chubby adds to our discussions:

Out of the dozens of valuable comments from the Best Sales Advice in a Single Sentence, Chubby wrote, "Your client is lying to you!"

From the article,  How Long Does it Take for a Salesperson to Get It?, Chubby wrote, "...Bean Town Bullshit !!"

From the article, Verizon Wireless - Tech, Lies and Audio, Chubby wrote, "Welcome to Amerika".

Among the many great suggestions contributed to Managing the Sales Force - The Calendar, Chubby contributed, "Can hit the local 'Titty Bar' !!!" 

From the article, 5 Sales Management Tips From My 5 Year-Old, Chubby wrote, "That's it, me have no kid = not enough sales !!!" 

And in last week's, How to Find the Compelling Reasons for Seth Godin's Intangibles, he commented, "Of course it's a 'fairy tale' ..who wants to hear the f%cking truth" 

Chubby's antics remind me of the bad-apple, renegade, maverick salespeople that many companies are stuck with.  I say stuck because most executives can't choose between having a functional sales force versus a top producer that is also the local cancer distributor. 

I've met hundreds of these individuals during the past 25 years and they're all pretty much the same.  They're loud, arrogant, know-it-alls that crave attention and will say pretty much anything to get it.  Their act includes insults, teasing, and jokes at somebody else's expense; Publicly complaining about company policies, managers and products; Failure to show up when expected and showing up when asked not to; Hitting on individuals of the opposite gender at their own company and at their customers, and late night partying; And running up the company expense account after spending way too much money bringing their customers to night clubs.  These people make Manny Ramirez look like a good citizen!

As bad as these people are, they aren't the real problem.  The real problem is the manager they report to, who enables them,  protects them, gives them permission to do what they want, defends them in times of trouble, and even shares a few drinks with them to celebrate; all in the name of revenue.

You can do more with less.  Addition by subtraction.  That's how the Red Sox looked at it with Manny and that's how companies should look at it when they have people like this.

Chubby, we hardly know you, and until we do, we'll use your invaluable comments and insights to crusade for functionality and sanity on sales forces around the world.

(c) Copyright 2008 Dave Kurlan 

 

  

Topics: Sales Force, leadership, Motivation

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 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:

Finally!  Science Reveals the Actual Impact of Sales Coaching

Top 13 Requirements to Help You Soar as a Sales Manager

The Top 8 Requirements for Becoming a Great Salesperson

Popularity Polls are Just Like Sales Management Tracking Metrics!

Why are Half of All Sales Reps Still Missing Quota in a Booming US Economy?

Data Shows That Only 14% are Qualified for the Easiest Selling Roles

Last Day Madness on the Sales Force - That's One Kind of Urgency

Examples of How Salespeople Lose Credibility with Their Prospects

Golden Nuggets from the CSO Insights 2018 Sales Talent Study

New Data Shows that You Can Double Revenue by Overcoming This One Sales Weakness

Salespeople With This Weakness Score 47% Worse at Reaching Decision Makers

Which 4 Sales Competencies Best Differentiate Top from Bottom Salespeople?

Where Can You Find the Best Salespeople?

The Top 12 Factors that Cause Delayed Closings and What to Do About Them

Do the Best Sales Managers Have the Best Salespeople?

New Data Shows That Elite Salespeople are 700% Less Likely to Do This

Elite Salespeople are 26 Times More Effective at This Competency Than Weak Salespeople

Does Being a Strong Qualifier Correlate to Having a Strong Pipeline?

Elite Salespeople are 200% Better in These 3 Sales Competencies

Latest Data - Strong Salespeople Score 375% Better Than Weak Salespeople

Sales Pipeline Data Shows That Most Late Stage Opportunities Just Aren't

Latest Data Shows Most Salespeople Would be Fired or Arrested if they Worked in Accounting

New Data - Are Experienced Sales Managers Better Sales Managers?

The Latest Data Shows That Sales Managers Are Even Worse Than I Thought

Sales Playbook and CRM Problems - What the Data Tells Us

New Data Shows How Relationships and the Need to be Liked Impact Sales Performance

New Data Shows Sales Weaknesses Cause Powerful Chain Reactions in Salespeople

Discovered - Data Reveals the Second Biggest Obstacle to Closing More Sales

Discovered - Data Reveals the Biggest Obstacle to Closing More Sales

The Wrong Salespeople are Hired 77% of the Time

New Data Reveals Why Veteran Salespeople Are Not Better Than New Salespeople

Data Shows Most Salespeople are Dinosaurs When it Comes to Social Selling

Data Shows 1st Year Sales Improvement of 51% in this Competency

Are Millennials Who Enter Sales Better or Worse Than the Rest of the Sales Population?

The Official 2017 List of 21 Sales Core Competencies

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

New Analysis Shows the 5 Biggest Gaps Between Top and Bottom Sales Performers

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


B2B Salespeople Send 16,000+ Unqualified Proposals Each Day

Why You Should Care That Sales Motivation Data Correlates Perfectly with Sales Performance

Can Sales Statistics be Good and Bad at the Same Time?

 

 

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

Salespeople are Like Children - The Series

Posted by Dave Kurlan on Wed, Aug 13, 2008 @ 21:08 PM

I have written many articles based on the insights of our son, most when he was between the ages of 3-7.  Each article has profound lessons and they're fun to read. Readers have enjoyed these particular articles so much, and found the lessons to be so good, that I compiled this series called Salespeople are Like Children.  As you might expect, some of these articles are my all-time favorites too.

Baseball and Selling Revisited - A Powerful Analogy

Salespeople Must Use & Embrace Life's Most Embarrassing Moments

Selling Styles - How Many Styles Should Your Salespeople Have?

Sales Coaching Lessons from the Baseball Files

Gaining Sales Traction is Like Talking to Kids

The Difference Between Sales Commitment and Desire

25 or 6 to 4 and Your Sales Force

The Lion King - Watching a Movie Again Improves Sales Effectiveness

Salespeople Should be More Like Children

Dicing, Shoveling and Training Salespeople

MLB All-Star Game Unveils a Sales Prodigy

Over Achievers on the Sales Force - We Have it Wrong

Will your Salespeople Change Behaviors to Improve Their Sales Effectiveness? 

Getting Excited About Sales Metrics

How To Get Salespeople to Leave Their Comfort Zone

Prospects Are Like Children

Turning Order Takers into Salespeople

The Emerging Boy, the Lingering Toddler

Helping New Salespeople Succeed

5 Sales Management Tips from my Five Year Old 

The Impact of Unhealthy Relationships on Salespeople

If Your Salespeople Can Spell They Can Sell

Salespeople Aren't Made of Glass

How Long Does it Take a Salesperson to Get It? 

What Can a Trip to Italy Teach You About Managing Salespeople?

Salespeople are Like Children

Making it Easy for Salespeople to Succeed

Improve Sales Competencies at the Salesperson's Hall of Fame

Compelling Reasons to Buy

How to Start a Sales Call Over

Get Prospects to Make Decisions

The Importance of Practice

How Stealing 2nd Base is the Secret to Success in Sales Today

  

Topics: coaching, accountability, leadership, Motivation

Does Changing Compensation Increase Sales?

Posted by Dave Kurlan on Thu, Jul 31, 2008 @ 11:07 AM

Back on Wednesday, I was part of a panel, along with Lee Salz, author of How to Soar Despite Your Dodo Sales Manager and Mike McCue, editor in chief of Sales & Marketing Management Magazine, at the Incentive Marketing Association conference in Boston.

One of the attendees asked how she could change the compensation for her highly paid, salaried producers, in order to provide the incentive to sell more.

If that's all it takes, getting salespeople to sell more would be easy!  One of the many areas we analyze when we evaluate sales organizations is to what degree the salespeople are motivated to earn more money.  In a sales force like hers, we would likely find that the salespeople are not very motivated to earn more money and would likely rebel if the compensation were changed to pay less in salary and more in commissions.  There are two important points to understand:

  1. If a higher risk - higher reward plan would excite them, they wouldn't be working for this company in the first place.
  2. There is an enormous difference between wanting more money ("pay me more") and being motivated to go out and earn more (what must I do to earn another $50,000 this year?")

It all goes back to hiring the right people in the first place.  Salespeople who are looking for security will never be your top producers.

(c) Copyright 2008 Dave Kurlan 

Topics: recruiting, Motivation

Manny Being Manny - When to Terminate Top Producers on your Sales Force

Posted by Dave Kurlan on Mon, Jul 28, 2008 @ 07:07 AM

Our Boston Baseball team is having an acute case of Manny being Manny.  For the past seven years, when Manny felt like being Manny, it was sometimes comical, like when he recently made a great catch, high fived a fan in the middle of the play and then threw a runner out to complete a double play.  There were the two times when he entered the left-field wall to use the facilities and to talk on his cell phone.  But there have been other occasions when he wasn't so comical.  There were serious, but not career-ending moments like when he failed to run out ground balls or, during a pinch-hitting appearance, when he failed to take the bat off his shoulders. This year Manny has been the aggressor in two well documented shoving matches and there were two important games where he asked out of the lineup.  Now, for the 8th time in 8 years, he is asking out of Boston again.  It used to be that Manny being Manny was harmless fun, but when Manny has become a serious distraction to the entire team, all the home runs and RBI's in the world won't compensate for his behavior.

Most sales forces have a person - a maverick - like Manny; a top producer who marches to the beat of his own drummer.  We have a different set of rules for these producers and as long as they're not causing difficulties for anyone else we tend to tolerate what they do and don't do.  They don't attend all the meetings, aren't held to the same standards, regularly give us a load of crap and we tolerate it as long as they continue to produce.

Can you imagine Manny on your sales force?  He pushes your HR VP to the floor, slaps your hardest working salesperson, refuses to listen to your coaching, tells everyone he hates the company, doesn't attend company events or sales meetings, but comes through and brings in the business you need, just when you need it.

But when Mavericks become serious problems I usually get a phone call.  "I don't know what to do!" is the typical comment.  And it makes sense, right?  If this person didn't outperform everyone else in the company, the decision to put them on the first plane out of town would be an easy one.  Nobody would miss the antics and aggravation.  But all that revenue - the thought of losing it and the possibility of a competitor getting it - is too much for most executives to handle so they inevitably call and ask me what they should do.

I'm fairly consistent on matters like these.  As Bill Murray says when Walter Peck is being kicked out of the Mayor's office in Ghostbusters, "Bye."

Most companies do more with less.  After two basketball players are encouraged to quit the team in a disciplinary move, team members yell, "they were our top two scorers last year!" Coach Carter, in the movie by the same name, says, "then we'll have new top scorers this year!" 

If you were to interview the salespeople who are impacted by the behavior of your top producers, you would learn that they would be quite happy to see your Maverick depart.  It's not like they thought they could outsell him...and guess what will happen to their sales when they finally believe  that they can become the top producers!

Bye.

(c) 2008 Dave Kurlan 

Topics: coaching, accountability, leadership, Motivation

Fear Factor for the Sales Force

Posted by Dave Kurlan on Thu, Jul 24, 2008 @ 14:07 PM

Sometimes, I'll write an article and think it's one of the best 4-5 paragraphs I've ever written on the subject of sales excellence - and nobody will care.  Other times I'll write an article and think nobody will care - and I'll get more feedback than I can believe.

Such was the case yesterday when I wrote this article for Baseline Selling Tips.  The title was How to Use Fear to Maintain Your Edge but the real basis for the article was that you shouldn't let fear prevent you from doing what you must do; you should use fear as a way to be more prepared to achieve the best possible outcome.

Well this article caused more people to write and express their thanks than any article I've ever written and between this Blog and Baseline Selling Tips, I've published more than 400 articles on Sales and Sales Management Excellence.

Read the article first.  Now rate each of your salespeople relative to how fear impacts them.  Be brutally honest in your appraisals:

A. Fearless  
B. Use Fear to Excel
C. They Sell in Fear
D. Fear Prevents Them from Being Effective
E. Fear Causes Paralysis

Now score your results.

A: 4 points x # of salespeople.
B: 5 points x # of salespeople.
C: 2 points x # of salespeople.
D: 1 points x # of salespeople.
E: 0 point  x # of salespeople.

Now take the total score and divide by the number of salespeople.  The resulting number is your Sales Force Fear Factor.

5 - awesome! 
4 - excellent
3 - good
2 - you don't have a sales force
1 - set the date for closing your business
0 - why are you still reading this?

(c) Copyright 2008 Dave Kurlan 

Topics: coaching, leadership, Motivation

Inspire Your Salespeople to Achieve Greatness

Posted by Dave Kurlan on Wed, Jun 18, 2008 @ 06:06 AM

If you stayed up late and witnessed the Celtics domination of the Lakers last night, you witnessed more than their first championship in 21 years or their 17th overall.  You saw what it was like to have an entire team totally united and committed to a single goal - a championship - and the emotion - 7 foot tall grown men crying - that overtakes people when they achieve their greatest goal in life.

That's why it's so important to get your sales force totally united on the team goal - a big stretch goal - and committed to doing their part.  And when the team achieves that goal, let's hope that your salespeople will celebrate and experience the thrill of victory the way that the Celtics did last night.

(c) Copyright 2008 Dave Kurlan

Topics: Motivation

Improve Sales Effectiveness at the Salesperson's Hall of Fame

Posted by Dave Kurlan on Sun, Jun 15, 2008 @ 23:06 PM

This weekend we visited the Baseball Hall of Fame in Cooperstown NY and I was struck by a few things:

1) Why don't we have a Hall of Fame for Salespeople?  I know that companies provide awards for their own salespeople but is that limited recognition enough for those who are motivated most by recognition?

2) Why don't we have a better historical record of the developments made in selling?  When I was writing Baseline Selling in 2004-2005, I had the advantage of being a 30-year student of sales plus a respect for the history of the profession. But memory and recollection are not enough to make the pages of a book accurate and there wasn't any one source I could rely on to get the facts, dates and experts nailed down.

3) Why don't we have a more effective marketing machine to promote the profession of sales to those who might enter the field?  As kids we were out there playing baseball whenever we could find the time and many of us continued to play through high school.  I haven't seen many kids playing salesperson.  Perhaps we need to promote and glamorize the greatest salespeople in our profession so that kids want to be like them when they grow up.

4) Our six-year old son thought the highlight of the Baseball Hall of Fame was Abbott and Costello's Who's on First?  While there have been quite a few movies whose characters were salespeople, the classic that people relate to is the depressing Death of a Salesman.  Why can't we have a movie or a short that represents salespeople in a memorable, positive and honorable way?

So what can you do about this?

  1. Recognize your salespeople.
  2. Promote the profession of sales in your community.
  3. Promote and call attention to your best salespeople beyond your company.
  4. Teach your salespeople about the history of selling and early sales gurus like Elmer Wheeler, Frank Bettger and Dale Carnegie.
  5. Comment right here on this blog with your ideas for how we can recognize salespeople for their accomplishments, but on a grander scale and stage.  What can we use for criteria?
  6. Make sure that everyone in your company understands how important your salespeople are to the health and well being of your company.
  7. You want your salespeople to be better at selling value and selling more consultatively, yet your advertising says that customers should buy from you because of your products, services, features, benefits and customer service.  If you have a kick-ass sales team, put them in your ads!
  8. Baseball players have hitting coaches, pitching coaches, baserunning coaches, bullpen coaches, base coaches, and infield and outfield coaches. Give your salespeople the world-class coaching, training, conditioning, and management that baseball players get. 
  9. Build more of a sales culture - demand that your passive salespeople, who take orders, become more effective hunting for and closing new business.
  10. Subscribe your salespeople to newsletters like Baseline Selling Tips or something else that provides consistent reminders and encouragement.

(c) Copyright 2008 Dave Kurlan

Topics: coaching, leadership, Motivation

Magazine Rack for the Best Sales Advice on the Web

Posted by Dave Kurlan on Wed, Jun 11, 2008 @ 14:06 PM

Guy Kawasaki is at it again. This time he is behind Alltop, a magazine rack that points us to the best reading on the internet.  This week, sales.alltop.com debuted, pointing us to the best sales blogs on the web.  To make it even more interesting, to get people more engaged and undoubtedly to generate some buzz, they are running a contest

That's the good news.

The bad news is that it may just force me to change the name of my Blog.  You see, the sales blogs at sales.alltop.com are listed alphabetically and Understanding the Sales Force will always be at or near the bottom of the page.  For the three of you on the planet who start with Z and work backwards, this could be a good thing.  But for the rest... Oh wait!  An email from Guy!  He moved Understanding the Sales Force to the third position.  Guy writes a column for Entrepreneur Magazine called Wise Guy but today, he's Nice Guy!

(c) Copyright 2008 Dave Kurlan 

Topics: coaching, leadership, Motivation

Obama and McCain - Competing Salespeople Fighting for the Big Sale

Posted by Dave Kurlan on Tue, Jun 10, 2008 @ 16:06 PM

This afternoon, Chris Mott and I were discussing Obama and McCain. Since I don't like either candidate, I feel somewhat protected and free to provide my political sales correlation.  I've never dared to venture into a political editorial and I don't mean for this to be one either.  Please read the following thoughts as they would apply to competing salespeople fighting for the same big account.

McCain wasn't exposed too much during the primaries, jumping to an early lead and not facing much competition.  He'll finally go head to head against Obama this summer and fall while millions of people watch, listen and form opinions.  What they'll likely do, regardless of which candidate they initially preferred, is perform a side by side comparison, akin to what many companies do with their vendors.

They'll say that next to Obama, McCain seems really old, sometimes unsure of what he wants to say, supports the war in Iraq, and doesn't speak with nearly as much passion.  They'll also say that he has a lot of experience, both domestically and in foreign affairs, that could serve the country quite well.

They'll say that next to McCain, Obama has energy, charisma, ideas for change, the ability to shine either one-on-one or from the podium, and great leadership qualities.  They'll also cite his affiliation with Reverend Wright, lack of experience and the negative campaign he ran against Hillary.

This is a classic RFP "opportunity".  If you simply look at their response to the RFP's, they are similar humans, available at the same price, both able to step into the role of President and assume the duties. They are commodities.

If we look beyond the RFP's and interview the two candidates, Obama will likely come across as the more likable, memorable, dynamic and even quick on his feet.

If we look beyond the interviews, check their background, history and references, we may find that McCain has a better track record, better references, makes no empty promises and even brings up issues we may not want to address.

So the sales question is, as voters (prospects), do we simply compare their proposals (commodities), factor in the interviews (value added) or check references, background history and track record (trusted partner)? If we only choose to comparie their proposals, the decision will be made based on where the candidates stand with regard to the issues (pick).  If we go to the interview stage, the decision may be to go with the candidate who interviews the best (Obama?).  If we go as far as references, background history and track record, we'll get to understand the candidates' character, ability to perform under pressure, reliability and likelihood of success in the job (McCain?).

Now the question for you and your sales force is, do your salespeople provide you and your company the opportunity to get to the third level described above, or are they taking the easy way out, submitting their proposals and allowing their prospects to commoditize you?

(c) Copyright 2008 Dave Kurlan 

 

Topics: coaching, leadership, Motivation

Subscribe via Email

View All 1,800 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog has earned medals for the Top Sales & Marketing Blog award for eight consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile

Subscribe 

Receive new articles via email
Subscribe
 to the Blog on your Kindle 

 

 

Most Recent Articles

Awards

Vendor Neutral Certified 100 SalesTech Vendor Objective Management Group

Sales & Marketing Hall of Fame Inductee

MVP2018_badge_winner_SPC

Leaading Sales Consultants 2018

Top Sales Awards 2018 - Individual Blog -  Silver

Top Sales Awards 2018 - Article/Post -  Silver


Top Sales Awards 2018 - Assessment Tool -  Gold

 2016 Top Sales & Marketing Individual Blog - Bronze

Top Sales & Marketing Awards 2015 -  Bronze - Thought Leader

2016 Top Sales & Marketing Podcast - Gold

2016 Top Sales & Marketing Webinar - Gold

Top Sales & Marketing Awards 2015 - Bronze - eBook/White Paper

Top 50 Sales & Marketing Blog 2019

Dave Kurlan Top 50 Sales Influencer 2015

Sales Pro Insider Blog

Top 50 most innovative sales bloggers

Top100Strategic

Top100SalesInfluencersOnTwitter



Hubspot Top 25 Blogs

 

Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader