improve sales performance
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Salespeople Will Close 50% More Business By Changing This One Thing They Do!
- August 5, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
At Objective Management Group (OMG), one of the 21 Sales Core Competencies we measure and report on also tends to confuse salespeople, is the cause of frequent pushback, but has thirty-five years of cumulative science to support the finding and our conclusions. Allow me to introduce you the competency called Supportive BuyCycleTM.
BuyCycleTM represents how salespeople go about the process of making a major purchase and there is a 100% correlation between how they buy and the behavior they accept from their prospects. For example:
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What Happens When You Force a Square Sales Peg into a Round Sales Hole?
- March 2, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Can you imagine attaching a snow plow to a Lamborghini and hiring yourself out to clear parking lots? Back in April I wrote about our new puppy. Now he’s 1-year old and has grown to 60 pounds, but could you imagine putting a saddle on him and selling rides on the beach? Could you imagine if the US arsenal of nuclear weapons consisted of putting 1,000’s of firecrackers into a plastic cylinder and then saying to North Korea, “try us!”
These are all examples of trying to put a square peg into a round hole – things you just don’t do. And that’s how I felt when I received an email asking how to deal with the following sales challenge.
The reader asked me to write an article explaining how to improve the sales effectiveness of their mostly altruistically motivated salespeople.
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The Secret – The Ancient Scrolls and its Impact on the Sales Force
- March 24, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Since this book is not the Kabbalah itself, rather a Cliff Notes version, it tends to read more like a self-help book. It is far more powerful than a self-help book though as it points to a number of rules that will cause a transformation in one’s life.
Seven of the desired behaviors are consistent with the philosophies in Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball as well as Objective Management Group’s Sales Assessments:
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Ultimatums for the Salesforce – Do They Work?
- November 19, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Suppose you deliver an ultimatum to a salesperson…
Suppose you deliver it to the entire sales force…
How would you expect them to react?
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Improve Sales Performance with More Effective Pipeline Management
- November 10, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Related to pipeline, I hate inappropriate blog commenting. That’s when people seek out a blog only to use it as an excuse to write about what they’re promoting on their site. It’s the other form of SPAM. The way it manifests itself on this blog is when someone targets one of my posts on closing or pipeline management and then adds their comment about how you can solve this problem by using lead analytics software or search engine optimization. I’m all for tools of this type and I love Hubspot’s lead analytics and SEO but let’s be real. SEO and on line analytics help to generate leads; they have as much to do with closing effectiveness as Michael Jordan has credentials for baseball’s Hall of Fame! Over achievers, using their sales competencies, create improved sales performance.
