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The Science of Selling - Rules versus Data
Written by: Dave KurlanArticle Overview: Regular readers know that I like to talk about the science of selling. I don't mean the science of the sales process, strategy and tactics, as much as the science of research, data and proof. There is a science to selling but a more appropriate name for it would be the rules of selling. In Baseball, the rules dictate what you do, when you do it and how it should be done. In Selling, the rules accomplish the same thing.
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The Science of Selling - Rules versus Data
Regular readers know that I like to talk
about the science of selling. I don't mean the science of the sales
process, strategy and tactics, as much as the science of research, data
and proof. There is a science to selling but a more appropriate name
for it would be the rules of selling. In Baseball, the rules dictate
what you do, when you do it and how it should be done. In Selling, the
rules accomplish the same thing.
The true science in
selling is the research and data that explain performance. In
Baseball, a good or bad year, by a team or player, is not explained so
much by whether the rules were followed - they probably were - but by
the statistics that explain why a good or bad year occurred. We have
the same thing in sales and Objective Management Group
may have the mother load of that data. OMG has assessment data on
nearly 500,000 salespeople and sales managers within nearly 8,500
companies. Whether we look at teams, industries or individuals, we can
explain performance as well as what should change (people, systems,
processes, strategies, skills sets, competencies, selection criteria,
etc.) in order to change the relative performance. In other words,
we've simplified the complex analysis required to find answers. We're
the sabermaticians of sales! Over the last few years I have written
enough articles on the science, data and research of sales
to put them into a series. This information is also used to accurately
predict whether a sales candidate will succeed in a specific role, at a
particular company, in a given industry, and with the unique set of
sales challenges they would face selling into their market at this
point in time.
One guy who embraces the science of sales team performance as much, or maybe even more than me is Bill Eckstrom, founder of EcSell Institute.
Bill was my guest on yesterday's edition of Meet the Sales Experts and
we talked about science and whined for nearly an hour about sales
managers who turn a blind eye to it! Bill shared some great analogies,
talked about the importance of improving leadership and coaching
skills, and shared a great discovery.
He used a new application which increased outbound conversations at EcSell Institute from 5/hour to 22/hour!Bill also shared that his members said their #1 most important issue was the ability to identify and acquire talent.
Click here to listen to the show. Click here to contact Bill. Related Articles
Marketing - Art or Science?
The Science and Art of Selling
Born to Sell? Give me a Break
Joke or No Joke
Tips on Market Value Appeal
Article Tags: assessment data, baseball, challenges, complex analysis, management group, mother load, new articles, objective management, omg, point in time, proof, relative performance, sales managers, salespeople, science data, selection criteria, strategy and tactics, target, team performance, true science
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About the Author: Dave Kurlan RSS for Dave's articles - Visit Dave's website  Click here to visit Dave's website   Visual Pipeline Predict Sales Turnover Salesperson Selection |
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