understanding-the-sales-force 2013 validation-of-the-validation-of-the-sales-assessment 
Understanding the Sales Force
OCTOBER 4, 2013
Understanding the Sales Force by Dave Kurlan Some companies need to validate our validation. Objective Management Group (OMG) uses Predictive Validity - the most time-consuming and expensive form of validation. Our assessment recommended 13 of them, and did not recommend 10. Of course not.
Understanding the Sales Force
JUNE 17, 2013
Understanding the Sales Force by Dave Kurlan A recent article in Columbus Business First discussed background checks and use of personality tests. Notice that they didn''t say that personality is the best insight into whether a person will succeed in sales. Are you using the right assessment? Never will be.
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Understanding the Sales Force
JULY 31, 2014
Understanding the Sales Force by Dave Kurlan. Let''s leave the world of sales and look at my favorite topic for analogies, baseball, and although it''s very difficult this year, my favorite team, the Boston Red Sox. Is he the genius of 2013, or the incapable GM of 2012 and 2014? Back to sales.
Understanding the Sales Force
OCTOBER 7, 2013
Understanding the Sales Force by Dave Kurlan One of the comments on my article, The Validiation of the Sales Assessment Validation , mentioned the reluctance of CEOs and Presidents to redeploy or terminate ineffective sales managers. Lack of overall sales performance is an easily recognized problem.
Understanding the Sales Force
NOVEMBER 11, 2013
Understanding the Sales Force by Dave Kurlan I recently published, Increase in Social Selling Yields No Improvement in KPI''s. Among the things being debated are: The migration from outside to inside sales - yes it''s happening and it''s good; but it won''t happen in every company, to every salesperson or necessarily soon.
Sales Hacker
OCTOBER 7, 2021
Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world.
SaaStr
JUNE 11, 2019
Keith Rabois is an investment partner at Khosla Ventures where he focuses on consumer Internet, education, enterprise, financial services, and digital health investments. Keith began his career in the industry as a senior executive at PayPal and subsequently served in influential roles at LinkedIn and as chief operating officer of Square.
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