Understanding the Sales Force by Dave Kurlan How would you like to influence the development of our never-ending quest for improvement in our suite of world-class assessment tools?  We constantly seek ways to expand our world-class insights, legendary...

Understanding the Sales Force by Dave Kurlan I read an article that claimed that winning sales cycles are getting shorter.  While I agree with everything else in the article, I questioned the 23% shorter because our substantial data does not support...

Understanding the Sales Force by Dave Kurlan Take it yourself or have your entire sales force take it. It's just 3 questions. Answer them all correctly and you'll be entered into a drawing to win one of 3 prizes. But you'll have to hurry - contest...

Understanding the Sales Force by Dave Kurlan I was asked a really good question yesterday.  Why wasn't the Sales Force Evaluation or the Sales Candidate Assessments part of my series on the Top 10 Kurlan Sales Management Functions? Simply because it's...

Understanding the Sales Force by Dave Kurlan 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...