White Papers/eBooks for Effective Sales Management

Research studies and expert insight for improved sales performance.

The 5 Essentials of Effective Sales Management

This eBook talks about the 5 specific activities that will get you the best return on investment of your time in the form of increased effectiveness by your sales team.

Resources-wp-Trust

Written by Dave Kurlan of Objective Management Group, this white paper explores the impact that the lack of trust has on influencing the buyer. It highlights the least trustworthy salespeople by industry.

sales-longevity-white-paper

This white paper describes the process to be able to calculate the New Salesperson Return on Investment. It is a methodical approach to aid in effectively hiring sales talent. The paper was authored by Dave Kurlan of Objective Management Group.

Transform_Your_Sales_Team_Into_a_Revenue_Machine_by_Hiring_Salespeople_Strategically

This eBook teaches you how to avoid making costly hiring mistakes, how to build a high-performance, revenue-generating sales team and how to create a repeatable, predictive hiring and onboarding system.

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This white paper was updated in 2012 to reflect the current data surrounding what will predict success among sales hires. Dave Kurlan of Objective Management Group wrote this white paper and it also describes the methodology behind the battery of assessments his company developed.

Produced by Membrain, this white paper shows that sales effectiveness is at a current near-record low and customer relationships are deteriorating.  This white paper is a practical guide for mapping your sales process to get your team back on track.

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