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 2,086,251 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 Us. While 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
Why it is so Difficult to Compare Sales Effectiveness from One Salesperson to Another
New Data Reveals Interesting Differences in Salespeople's Ability to Work From Home
Why the Future of Selling Won't Resemble the Past
3 Steps You Must Take Today to Save Your Company From This Economic Downturn
New Data Reveals a Finding That Correlates to Sales Success
Is Your Sales Force More Like a Dunkin', Starbucks or Panera Drive Thru?
The Science Behind One Company's Top Sales Performers and Why They're So Much Better
The Deal Breaker That Prevents you From Hiring a Great Salesperson
An Inside Look at Why 3 Good Salespeople Failed and 3 So-So Salespeople Succeeded
Salespeople in Small Companies are 43% Better at This and Other Salesenomics Insights
Good Sales Recruiting is Like Selecting Movies and TV Shows
New Data Reveals a Magical New Score for Sales Effectiveness
A Tale of 3 Squirrels and Their Human Counterparts in Sales
Why You Will Finally Pay the Price of Not Selling Value
How Much Has Video Impacted the Way We Sell?
Good Bob, Bad Bob, The Stockdale Paradox and Sales Success
Data Shows Sales Commitment and Motivation Changed During Quarantine
FOX News and CNN Can Help You Conduct Better Sales Opportunity Reviews
Data - Top Salespeople are 631% More Effective at This Than Weak Salespeople (The Bob Chronicles Part 3)
Data Shows Your Sales Team is No Different Than Your Lawn
Salespeople in Small Companies are 43% Better at This and Other Salesenomics Insights
Data Shows Commitment and Motivation Changed During the Pandemic
New Data Reveals Interesting Differences in Salespeople's Ability to Work from Home
How Much Has Video Impacted the Way We Sell?
Companies Surprised by Remote Selling Challenges
New Data - Salespeople are a Disaster When it Comes to Coaching
The Correlation Between Sales Process, Sales Milestones and Sales Success
New Data Shows an Overlooked Finding Correlates to Sales Success
Senate Confirmation Hearings Show us What Salespeople Do Wrong Every Day
The New 21 Sales Core Competencies for 2020 and Beyond
Masks and Sales Assessments - You Lose a Little Freedom and Control for Safety and Confidence
Why You Will Finally Pay the Price of Not Selling Value
New Data Reveals a Finding that Correlates to Sales Success
The Science Behind One Company's Top Sales Performers and Why They're So Much Better
An Inside Look at Why 3 Good Salespeople Failed and 3 So-So Salespeople Succeeded
New Data Reveals a Magical New Score for Sales Effectiveness
A Tale of 3 Squirrels and Their Human Counterparts in Sales
Sales Process and Why So Many Salespeople Lose Their Way
New Data Shows That Top Salespeople are 2800% Better at Disrupting the Flow
Change in Approach Leads to 304% Increase in Sales Effectiveness
How Big of a Role Does Age Play in Sales Effectiveness?
How All Those Trucks on the Road Can Help You Stop Discounting
The Best Salespeople are 791% Better at This Than Weak Salespeople
The Best Salespeople are 2733% More Likely to Have This Than the Worst Salespeople
How to Transform Your Sales Pipeline Today
Your Last Chance to Make a Good First Impression
How Top Salespeople Anticipate and Manage Resistance
The New Salesenomics
The 21-Day Solution for the Toughest Sales Weaknesses
Why Coaching Causes Some Sales Managers to Hold On for Dear Life
Great News! The Latest Data Shows That Salespeople are Improving
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
Discovered - Data Reveals the Biggest Obstacle to Closing More Sales
The Wrong Salespeople are Hired 77% of the Time
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
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