Resources

White Papers by David Kurlan

The following white papers are available for your own personal use and reference. You may need Adobe Reader (or similar) to view these resources. To receive a copy of each white paper click the link, complete the simple form and click Request White Paper. You will receive an email with a link to each document.

White Paper - The Modern Science behind Sales Force Excellence

This White Paper provides insights, commentary and conclusions reached from our Sales Force Effectiveness Study, conducted during the latter part of 2014. We will 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.

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.

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.

White Paper - The Trust Project

What lies behind the general distrust of salespeople? Certain industries in particular suffer from this stigma (car salespeople, insurance salespeople, construction industry salespeople). Dave Kurlan set out to get information from buyers about who they trust/distrust and why. He conducted a long term survey and asked consumers a range of questions around when, why and whom they distrusted. He found: Commonalities between industries with high levels of distrust; Specific actions that cause distrust; The impact of gender and age on trust. Download the Whitepaper for in depth info on each of these topics as well as specific action items to help solve the problem.

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.

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