It is always a great day when I can speak with a long time sales scientist with the insight of Dave Kurlan. If you know anything about B2B sales development, you should know who Dave is.
His company, Objective Management Group, is the Pioneer and Industry Leader in sales force evaluations and sales candidate screening. Dave keeps busy improving upon the discoveries he and his team have made over 30 years of research working with over a million sales reps. One million.
Dave discovered 21 core competencies of top sellers. He writes, speaks, and teaches about how good sales leadership can impact a sales team and how great Sales DNA is critical for success in selling.
In this interview, Dave and I discuss the state of sales reps and sales leadership.
Dave is a prolific blogger on sales and sales leadership. In addition to hearing our conversation, check out a couple of these blog posts he’s written:
Sales Coaching and the Challenges of Different Types of Salespeople
The Three Most Important Questions about Sales Process
Take a listen to my interview with Dave and see if any of his comments surprise you – especially if you are a company leader, sales leader or a sales rep.
I asked Dave what he thinks about all the many sales tools we have to make selling better – but as a profession we aren’t better - see what Dave says we need to focus on.
We talked about why people think they have all the answers when they don’t. This is something rampant in the sales improvement business we are in.
Dave will also offer his thoughts on colleges and universities teaching sales.
(Disclosure: Score More Sales is an OMG partner.)
Lori Richardson helps mid-sized companies grow revenues by solving key issues in their sales department - like recruiting, retention, diversity hiring, process, pipeline and leadership. She speaks at CEO groups on topics of sales growth. Clients include companies in the technology, telecom, manufacturing, distribution, and professional services industries. Subscribe to the award-winning blog, follow her on Twitter
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Lori Richardson is Founder & CEO of Score More Sales, a top B2B sales strategy firm helping mid-sized companies grow revenues by solving key sales issues - like recruiting, retention, building an inclusive sales team, process, pipeline, and leadership. Lori is also the President of Women Sales Pros - a community created to increase the number of women in sales, as well as in AI-powered and sales leadership roles. She speaks to CEOs on topics such as sales growth, the power of mindset, and the importance and value of a strong sales culture. Clients include companies in the technology, telecom, manufacturing, distribution, and professional services industries. Salesforce named Lori a Top Sales Influencer in 2021 - 2025. Lori has been named a top sales influencer over the years by LinkedIn, as well as many other companies and organizations. Her book, She Sells, is on hiring more women for B2B sales roles. Subscribe to the award-winning blog, follow her on Instagram, X, and LinkedIn.
A Sales ScoreCard measures the whole sales organization and shows you where the revenue gap actually is.