sales study

  • What Is the Makeup and Function of the Ideal Sales Force

    • December 12, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I’ve written four White Papers over the last several years, all backed by science and data from the more than 700,000 salespeople and sales managers that Objective Management Group has evaluated and assessed.  They include:

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  • Opinion: Why Sales Win Rates Have Reached an All-Time Low

    • November 27, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    One of the findings in the most recent Sales Performance Optimization Study, from CSO Insights, revealed that the win rate for deals has reached an all-time low.

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  • Top Kurlan Articles Debunking Sales Studies and Articles

    • December 11, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I’ve read an awful lot of studies and articles over the last several years and while most of them have merit, some of them are either dead wrong or have drawn incorrect conclusions.  Here are the ones which have earned my criticism:

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  • Ultimate Comparison of Top Salespeople versus Salespeople That Fail

    • December 8, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    If you’ve been following this Blog you know I sometimes refer to the elite 5% of salespeople, the next 20% and the bottom 74%.  After reading Super Freakonomics I was moved to take a new look at our data on the more than 400,000 salespeople we have assessed.  Behavioral scientists would look at our data on the top 5% and report on some common findings.  It might look like this: 

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