Descriptions and Impact of Findings in the
Dave Kurlan Sales Force Profile ^TM
and Express Screens ^TM

Special Skill Sets (at bottom of page)

Crucial Elements
Lack of Desire
Lack of Commitment
Poor Outlook
Makes Excuses
 

Outlook and Excuses

Other Important Factors
Incentive to Change Less than 40%
Doesn't Enjoy Selling AND Not Motivated to Earn More Money

Major Weaknesses
Need for Approval
Self-Limiting Record Collection
Non-Supportive Buy Cycle
Money Issues
Tendency to Become Emotionally Involved
More on the Subject of Emotional Involvement

Other Important Findings
Difficulty Recovering from Rejection
Farmer Warning
Price Shopper Warning
Think it Over Warning
Comparison Shopper Warning
Low Money Tolerance Warning
Reluctant Prospector Warning
Remote Warning

Special Skill Sets

Salesperson

The Hunter
The Closer
The Qualifier
The Ambassador
The Timid One
The Farmer
The Account Manager
The Intellectual
The Star

Sales Manager

The Performance Master
The Coach
The Mentor
The Recruiter
The Motivator

Record Collection in the Manager Skill Sets