Articles by Dave Kurlan, CEO, Objective Management Group
Salespeople are Like Children
What? Salespeople are like children? Read this article how it argues for this statement.
Money Motivated Salespeople
Are you confused about Money Need and Money Motivation? This article explains the difference between them.
Consistently Inconsistent
We have discussed many of the problems associated with optimizing and understanding the sales force but it all comes down to consistency.
When Coaching Salespeople Isn't Coaching Salespeople
There are many executives who spend time with their salespeople, are they all valuable coaching? This short article analyzes the problems of coaching.
Salespeople - Beyond Listening Skills
Salespeople's good listening skills are important for the prospect of the business. This article summarizes the different listening skills that need to be developed.

Dave Kurlan is the author of Baseline Selling - How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball ( www.baselineselling.com ). He is the founder of Objective Management Group, Inc. ( www.objectivemanagement.com ), the pioneers in sales assessments and he is the CEO of David Kurlan & Associates, Inc. ( www.SalesDevelopmentSpecialists.com ) a leading sales force development firm. Dave can be reached at 800-221-6337 or by email at dave@objectivemanagement.com