sales performance
-
New Data Shows an Overlooked Finding Correlates to Sales Effectiveness
- October 15, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Compatibility is not only important, it could be one of the most overlooked criteria in hiring sales candidates. Let’s do a deep dive!
-
New Data Reveals a Finding That Correlates to Sales Success
- January 29, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We had a request for some data from one of our longtime partners. My knee-jerk reaction to her request was that it would be a big nothing burger. She asked for data that would show the difference between salespeople who are goal oriented and those who are not. I did not expect much of a difference except in the area of Motivation but I was wrong. Very wrong! Check out some of the profound differences this data mining uncovered!
-
The Science Behind One Company’s Top Sales Performers and Why They’re So Much Better
- January 16, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There are comparisons of apples to oranges, red or green, black or white, stop and go, and the most relevant and current of all, liberals to conservatives.
In today’s article, I’ll share a hot/cold comparison of my own, but this one is about sales candidates. Back on January 9, my article about why 3 good salespeople failed and 3 so-so candidates succeeded, used the results of a top/bottom analysis to identify the reasons why.
Those results were unusual because many of the differentiators came from outside the 21 Sales Core Competencies. What does it look like when the differentiators come from within the 21 Sales Core Competencies? Take a look at this top/bottom analysis and you’ll quickly see the difference!
-
The Top 15 Sales and Sales Leadership Articles of 2019
- December 4, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
-
What Sales Organizations Must Learn from the Impeachment Hearings
- November 22, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is not a political article but I will use the impeachment hearings as an example to set the stage for my insights. Currently in the USA there are 3 major schools of thought relative to the impeachment hearings:
Most Democrats and Liberals: “We hate Trump and we want to see him impeached.”
Most Republicans and Conservatives: “We love Trump and hate what they are trying to do to him.”
Most Independents: “They should follow the facts and make an informed decision.”
Suppose that instead of the impeachment hearings we are analyzing a sales opportunity where we substitute “You” (Bob) and “Your Company” (ABC) for Trump, and substitute Your Customer or Prospect for “We”.
You’ll quickly see how one of the same three scenarios plays out for each opportunity.
-
The Top 10 Sales Articles of 2018
- December 13, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
-
Do the Best Sales Managers Have the Best Salespeople?
- August 27, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We all see the effects that strong leaders have when they surround themselves with either strong, mediocre or weak people. What happens when strong leaders inherit a mixed team? What happens when they hire a mixed team? What happens when we ask the same questions about weak leaders?
I dug into a subset of data from Objective Management Group’s (OMG) evaluations of the salespeople who report to more than 15,000 sales managers to determine whether the best sales managers actually have the best salespeople. I was surprised and disappointed by what I found. Check this out!
-
Latest Data Shows Most Salespeople Would be Fired or Arrested if they Worked in Accounting
- July 2, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In this article, we will look to determine whether there is a correlation between sales percentile, sales pipeline and sales performance. And as has been the case with the last ten articles like this, the data is sure to surprise.
OMG includes a pipeline analysis as part of every Sales Force evaluation it conducts. We ask each salesperson 19 questions about four late-stage, proposal-ready/closable opportunities currently in their pipeline. In the table below, the percentage of salespeople who actually had 4 late-stage opportunities on which they could report are sorted by Sales Percentile.
-
Persistence Over Polish – What the Top 10% of All Salespeople Do Better
- March 12, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The best athletes in the world know exactly how they do the things they do that make them so great. In addition to their God-given talent, they outworked everyone else to master the mechanics and nuances of their sport, the mindset required for greatness, and competed at a high level from a very young age. When they falter they can easily make the adjustments necessary to get back on track.
Interestingly, most top salespeople don’t know what it is that they do that makes them so successful! That’s surprise #1. If you look through the data on the 2,.3 million salespeople that Objective Management Group (OMG) has assessed, you will see that the top 10% of all salespeople have better average scores than their colleagues in each of the 21 Sales Core Competencies. Their average scores are listed below for 5 Sales Core Competencies in which they have the best scores. They are:
-
What We Can Learn from the Latest Data on Sales Motivation
- July 25, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Sales Motivation is just one of the 21 Sales Core Competencies that we measure, but as with all of the competencies, we go very deep.