Sales Effectiveness

White Papers

The Modern Science behind Sales Force Excellence

This White Paper provides insights, commentary and conclusions reached from our Sales Force Effectiveness Study.

We report on the practices of companies large and small, with and without dedicated top of the funnel teams, and with and without traditional sales forces. The study was designed to be inclusive rather than exclusive, and have applicability to any sales leader, HR professional or senior executive that reviews it.  Download White Paper


 

The Modern Science of Salesperson Selection

This White Paper has it all. Research, empirical data, evidence, and the insights into how accurately you can predict sales success in sales candidates in any business calling into any marketplace. This is not based on personality assessments or behavioral styles assessments. Rather it is truly contextual – based on sales specific questions asked to hundreds of thousands of salespeople. Download White Paper


 

The Challenger Style and its Impact on Sales Selection

This White Paper responds to the HBR article which introduced a new selling style called the Challenger.  Download White Paper


 

Sales Longevity – The Science of Predicting Sales Turnover

This White Paper has Dave Kurlan’s latest research, empirical data, and insights into how you can accurately predict and prevent sales turnover before you hire a new salesperson. This White Paper provides formulas to help you calculate your Ramp-Up Time, Months to Break-Even, and Months to New Salesperson ROI. It also reveals the variables that affect Turnover, and demonstrates the ability to predict the likelihood of retaining the new salesperson long enough to achieve Break-Even and New Salesperson ROI.  Download White Paper


 

The Trust Project – When and Why Salespeople Aren’t Trusted

This White Paper has Dave Kurlan’s latest research, empirical data, and insights into which salespeople are most vulnerable when it comes to not being trusted, the industries they are in, why, the implications of the data, and what must be done in order to combat the widespread lack of trust. Download White Paper