Strategy / People / Leadership / The Evolution Partners Podcast
E39 | The Science of Sales with Dave Kurlan
Dave Kurlan is a sales industry legend – a pioneer, bestselling author, and the brains behind the world’s most predictive sales assessments. For more than 40 years, Dave has been reshaping how we think about selling, training, and sales leadership.
Dave founded Objective Management Group (OMG), a pioneer in using science and data to evaluate sales talent.
He reflects on his own journey from an introverted college dropout to a successful entrepreneur and industry pioneer, attributing his growth to practical, science-driven methodologies.
Takeaways:
- Predictive assessments help accurately identify top sales talent and improve performance.
- Baseline Selling uses baseball metaphors to simplify and structure the sales process.
- Sales managers must prioritise coaching, motivation, accountability, and effective recruiting.
- Consultative selling requires listening, asking deep questions, and uncovering customer needs.
- A salesperson’s personal buying habits directly influence their sales effectiveness.
- Mindset and understanding personal motivation are critical for sales success.
- Two-thirds of salespeople can improve significantly with targeted training and coaching.
- OMG assessments offer standardized, scientific data to evaluate sales competencies.
- Recruiting high-potential salespeople ensures long-term team improvement and scalability.
The Evolution Partners is a weekly podcast hosted by Brad Giles. Join Brad as he engages in conversations with some of the world’s sharpest minds, learning a bit more about them and delving into what makes them tick.
Watch the episode on YouTube:
Follow Dave Kurlan:
https://www.kurlanassociates.com/
https://www.linkedin.com/company/kurlan-&-associates/
Books on this episode:
Baseline Selling by Dave Kurlan https://amzn.to/4gZi0WD
Selling from the Heart by Larry Levine https://amzn.to/4htgSKS
The Evolution Partners Resources:
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