This is part 2 in a 2 part series. You can check out part 1 here. By Alan Chambers, ArcTree Managing Director Last week, I talked about Ben, the salesperson you hired because he had the right background, skills and qualifications, and he interviewed...
By Alan Chambers, ArcTree Managing Director You need to hire a new salesperson. This person is going to be responsible for bringing in new customers and, in an ideal world, contributing to scalable, predictable revenue growth for your business. Ben applies and looks...
A White Paper by David Kurlan For more than 40 years, companies have been attempting to find a more accurate way to select salespeople who will succeed and, at the same time, reduce turnover in their sales organizations. In 1964, Harvard Business Review published...
by Albert E.N. Gray “The common denominator of success — the secret of success of every man who has everv been successful — lies in the fact that he formed the habit of doing things that failures don’t like to do.” THE COMMON DENOMINATOR OF SUCCESS is as...
The Science of Predicting Sales Turnover By David Kurlan Between 1985 and 2010, my continued research, assessments, studies and analyses of more than 500,000 salespeople and sales managers, has yielded consistent, predictive recommendations about the performance of...
Fact: Only 44% of Salespeople are meeting their targets! Could this be the reason? A Non-Supportive Buy Cycle – How it undermines the success of your salespeople and how to fix it! A White Paper on Professional Selling by Gary Delbridge “You cannot run away from a...
