Dave Kurlan

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Sales Force Development Expert

Dave Kurlan Quick Facts

Main Areas: Sales Force Development, Sales Force Evaluation
Best Sellers: Baseline Selling - How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball
Career Focus: Author, Speaker, Developer of Sales Tools, Sales Force Development Expert
Affiliation: David Kurlan & Associates, Inc.; Objective Management Group, Inc.

    Dave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. He possesses 30 plus years of experience in all facets of sales training, sales management and consulting.
     A regularly featured Conference attraction, Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit.
     Internationally known for his ground breaking work in evaluating sales people, he is the developer of The Dave Kurlan Sales Force Profile, a tool for evaluating sales forces, and the co-developer of several software and web application that help sales managers coach and hold their salespeople accountable.
     He has been featured on radio, television and in print, including a segment on World Business Review with General Norman Schwarzkopf, and features in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine.

He is the author of Mindless Selling and Baseline Selling - How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He has published more than 300 articles on sales and sales management. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog. He is featured on Inc. Magazine's video How to Increase Sales and Profits by 1000% and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2.

Favorite Quotes & Thoughts from Dave Kurlan

How many salespeople would you hire if you knew they would all succeed?
The concept of reaching goals is outdated. We should be striving for overachievement.
The Pipeline, if managed properly with the right tool should be the single most accurate predictor of future sales revenue. Do you have gold bullions or lumps of coal in yours?
Most top performers are mislabled. They may be managing more revenue than anyone else but that makes them good account managers not top performers. Take their accounts away, accounts they may have inherited, ask them to go out and sell something and see what happens.
Companies with a stable sales organization have a turnover problem - not enough turnover.
Are your sales managers doing everything they should be doing to grow your company? Most CEO's can't answer this because they don't know what their sales managers should be doing.
The best sales development in the world won't work if you don't have the right people in the right roles.
The best sales specific pre-employment assessment in the world (mine) won't help if you don't have the right pool of candidates.
How to Upgrade Your Sales Force? Take the 80/20 rule, the rule that says 80% of your sales force will suck, and get rid of it. Replace it with the 100/0 rule. This rule says that 100% of your sales force will be overachievers.
You learned how important empathy is in selling? Yeah, it's important that your salespeople don't have it.