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. Follow Dave Kurlan  https://www.kurlanassociates.com/ https://www.linkedin.com/company/kurlan-&-associates/ https://x.com/KurlanAssoc  Books on this episode Baseline Selling by Dave Kurlan https://amzn.to/4gZi0WD  Selling from the Heart by Larry Levine https://amzn.to/4htgSKS  Watch the episode on YouTube: https://www.youtube.com/@TheEvolutionPartners  Newsletter – each week I share interesting insights, articles and ideas you can use. Join other leaders and subscribe to The Evolution Partners newsletter https://evolutionpartners.com.au/subscribe/   Books – Learn more about our books https://evolutionpartners.com.au/books/  Made to Thrive: The practical, prescriptive guide on how to be a great CEO. Onboarded: How to bring new hires to the points where they are more effective faster. A business case for leaders on why you should commit to an effective onboarded process. Onboarded for Managers: Helping managers bring new hires to the point where they are more effective faster.  Follow me:  on https://au.linkedin.com/in/bradleygiles  on https://twitter.com/Evolution_Perth   Enjoying the show? Leave a review Support the show: https://www.facebook.com/evolutionpartnersperthSee omnystudio.com/listener for privacy information.