recruiting salespeople

  • How the Correlation Between Restaurants and Covid 19 Applies to Sales Assessments

    • September 17, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    But does it really matter whether this is causation?  Is there that big of a difference?  Is correlation enough?  It depends on what you are trying to show.  Let’s take sales assessments for example.

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  • One Thing Your Company Must Do Right Now to Increase Sales

    • May 13, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    For example, since the 30 million who temporarily lost their jobs are receiving unemployment at more than 100% of what they were earning before, they aren’t facing the hardship the media would lead you to believe and the money is there for a reboot when it comes.  But the really good news is for companies that are able to hire salespeople.  Consider this!

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  • Good Sales Recruiting is Like Selecting Movies and TV Shows

    • November 5, 2019
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Do you like movies and TV Shows?  I love them!

    How do you go about selecting the next movie or show you will watch?  Do you look for a specific show, watch the trailer and if you like the trailer, watch it?  Or, do you look at all of the new releases, or everything in a particular genre, narrow down the selections, watch several trailers, and finally choose one?

    Most people use the second scenario which, by the way, is a very good approach for selecting and hiring salespeople.  Unfortunately, that’s not how most companies go about it.

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  • The CEO Who Needed to Hire Salespeople

    • February 25, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Yesterday I spoke with a CEO who asked for some help recruiting salespeople.  It seems that the salespeople they had previously hired had failed.  As I learned more about their business, a few things became obvious to me:

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  • Sales Assessments vs Personality Assessments Episode III – The PHD’s Strike Back

    • February 3, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Are PHD’s more sensitive to criticism than the rest of us?

    I heard from a few over the past week and they weren’t happy with what I wrote here and here.  I rocked their world and they couldn’t cope.

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