sales core competencies
-
New Analysis Shows the 5 Biggest Gaps Between Top and Bottom Sales Performers
- May 1, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It didn’t take very long for this to happen. When Objective Management Group (OMG) announced that it was making its findings data available to the public, we knew that it wouldn’t take long for someone with a flair for analytics to dig in and come up with something cool. Last week, John Cousineau, creator of Amacus, got me on a video conference and shared what he came up with. Hint: Another way to differentiate top performers.
He
-
Which Salespeople are Easier to Train – Millennials or Veteran Salespeople?
- April 19, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We brought home a puppy and we had him completely housebroken in 4 days. He’s really smart and we’ve done this before, a combination that makes it nearly impossible to screw up. To see him go to the door and touch it with his little paw, whimper when he is in his crate, go outside and do his business, and run back to the door is great. But it got me wondering, why is training a puppy relatively fast and easy while it is so much harder and takes so much longer to train salespeople?
-
How Your Salespeople Measure Up in the 21 Most Crucial Sales Competencies for Modern Selling
- April 4, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is really about sales professionals who place more faith in the traits that are consistent with their beliefs, fearing that their actual capabilities won’t match up with the science. People want to see themselves in the most popular, positive way. They don’t want to discover that they might be lacking in 10 of the 21 Sales Core Competencies or have gaps in all 21.
-
The Official 2017 List of 21 Sales Core Competencies
- March 15, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
These days, changes happen faster than ever and the same can be said about professional selling. Selling is evolving, the rules of business are changing, there is more information available on line than there was last week and sales organizations must evolve accordingly.
-
Another Powerful Reason Why Salespeople Struggle to Become Great Sales Managers
- February 2, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We talk a lot about the mistake so many companies make when they take their best salespeople and make them sales managers. While it’s not always a mistake, the most commonly discussed reasons include:
-
7 Reasons Why Salespeople Underperform and How Sales Leaders Can Coach Them Up
- January 25, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
These are smart, talented, experienced sales leaders, who work for companies with excellent reputations, great products and wonderful customers. So why does nearly every sales leader struggle with the problem of under performing salespeople? The biggest problem is that there isn’t one reason – there are many – and I’ll share them with you now.
-
Big Data and Big Lies Have Arrived in the Sales Training and Assessment Space
- June 3, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Yesterday I received an email that you might have received too. It was a promotion from Top Sales World (TSW) to download a “Free Big Data-Driven Sales Training Report for Your Industry.” TSW was simply the messenger in this case, with the provider being The Sales Board. Like many of you, I clicked through and saw that their report was based on their assessments. And this is where it got really interesting for me! Their website read an awful lot like OMG’s – only the numbers were very different…
-
10 Sales Competencies of Steve Jobs
- August 21, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Despite his miserable people skills, he was on a mission to design products which would change the world. But, Steve Jobs was a great salesperson and this article discusses ten things about Jobs, the salesperson, which you might want your salespeople to emulate.
-
Salespeople Become More Effective But Can They Become Worse?
- September 9, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Objective Management Group (OMG) provides Progress Evaluations to determine how much improvement has taken place during the period of time since an individual or a team was originally assessed. In most cases, especially when effective training and coaching has taken place, significant to dramatic improvement occurs. Occasionally though, a salesperson will appear to be worse – weaker – than the first time. How could this be?
I’ll explain some of the scenarios where this should not be alarming, as well as some where it should.
-
5 Advantages That Overcome Inequities on the Sales Force
- June 28, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There are five areas where the sales force can develop a huge advantage over its competitors: