sales benchmark index
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Has the Sales Profile of an A Player Changed Dramatically?
- February 3, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Recently, a number of readers asked me to review two articles which they thought were right up my alley. Apparently they thirst for one of my specialties – poking holes in articles that are just plain wrong about hiring salespeople. It’s not that I enjoy ripping articles apart, it’s just that I don’t have any tolerance for authors who either don’t know what they are talking about, don’t have any science backing them up, or use examples that can’t be replicated across industries, markets and geographies. Shall we dig in?
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Why Most Companies are Struggling to Grow Revenue
- April 25, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Dan Perry, writing at Sales Benchmark Index’s Sales Force Effectiveness Blog, wrote that “The single biggest problem with sales today is sales reps are mismatched to the buyer. They think like a sales rep and not like a buyer.”
Well, Dan, I don’t agree and I have the statistics to back me up.
