Bible and Sales
-
The Biblical Sales Team Part 1 – Hiring and Firing Salespeople
- September 29, 2024
- Posted by: Dave Kurlan
- Categories: Bible and Sales, Understanding the Sales Force
Given that God used terminations to achieve his goals and eliminate mistakes, there should be no reason that sales leaders can’t better utilize terminations. More than 50% of all salespeople don’t meet annual quotas and haven’t for years. They should be terminating salespeople at scale, but instead, scared sales leaders create specialized roles, hoping that moving salespeople into a less demanding role will solve the problem. Unfortunately, the only thing it accomplishes is to create distraction from the real problem and noise, as more salespeople, in more roles, are failing than ever before.
It is clear that God had expectations and goals, and was intolerant of non-performance, under-performance, and especially non-compliance. If you lead a sales organization, why not follow God’s lead?
-
Expectations, Revisions, and Excuses on the Sales Team
- September 9, 2024
- Posted by: Dave Kurlan
- Categories: Bible and Sales, Understanding the Sales Force
Nothing frustrates a CEO more than when the monthly numbers are not met. The government is doing it too. We saw the goal posts being moved almost daily during the pandemic. The news tells us what to expect for the monthly, quarterly and annual reports on Cost of Living, Inflation, Interest Rates, Illegal Immigration, and Jobs. Then the “actual” numbers are reported, followed by huge revisions to what was reported a few months later.
-
Onboarding and 11 Reasons Why Salespeople are Failing
- May 8, 2024
- Posted by: Dave Kurlan
- Categories: Bible and Sales, Understanding the Sales Force
When it comes to sales onboarding, nearly half were not onboarded in their first sales job and 23% more received no sales training relative to how the company’s products/services should be sold. If you were one of those new salespeople, it will come as no surprise but for the rest, and especially those of us who invested in our careers, became students of selling or like me, entered the field of sales development, it’s malpractice practiced at scale by millions of companies. They believe that salespeople should just know what they’re supposed to do and figure it out. How hard can it be? Ha!
-
Was the Easter Sermon About Salespeople?
- April 1, 2024
- Posted by: Dave Kurlan
- Categories: Bible and Sales, Understanding the Sales Force
As someone who for thirty-eight years has led a sales consultancy specializing in sales, sales management and sales leadership training, I can easily say the exact same things about people “who belong” to the sales profession. They should be attending at least weekly training. They should be practicing their profession as we practice our faith. They should be reading about sales. But most in the sales profession are content to sit on the sidelines, and attend training only when the company forces them to. More and more, we are seeing:
-
Homicide Detective Makes Best Case for Sales Process
- March 21, 2024
- Posted by: Dave Kurlan
- Categories: Bible and Sales, Sales Process, Understanding the Sales Force
The author admits that until he conducted his “cold-case investigation” of the New Testament, he was an atheist who always followed the evidence to find the truth. Similarly, a lot of prospects are also non-believers – not necessarily in Jesus – in your product or service. As I read and learned about the author’s methods for uncovering truth, or proof, I felt that salespeople could learn a lot about proof of concept, presenting facts, backing up claims, return on investment, and offering credible testimonials. That’s not nearly the analogy I’m going to make.
Wallace shared a story in the Forward about the time he was shot by a criminal who was on parole, and was not allowed to have a firearm. Up until the moment of the shooting, Wallace believed that a bullet-proof vest would stop a bullet. In the moment of the shooting, he believed in the bullet proof vest. At that moment his belief changed from “belief that” to “belief in.” That was the analogy he wished to apply to the gospels. He wondered if he could find the evidence to replace faith (belief that the miracles occurred) with proof (belief in both Jesus and the miracles).
That also happens to be my analogy from the book. Most salespeople believe that a sales process can help them succeed while the very best salespeople believe in their sales process.
-
12 Powerful Sales Lessons from “The Chosen”
- February 6, 2024
- Posted by: Dave Kurlan
- Categories: Bible and Sales, Books, Movies, Theater and Television, Understanding the Sales Force
I’ve written hundreds of articles with analogies to sales using athletes, musicians, actors, CEOs, politicians, inventors, songs, movies, TV Shows and their characters and you didn’t need to be a fan of them to appreciate the sales lessons. While watching this enjoyable TV series, I identified eleven solid analogies to sales and selling so we’ll get right to them because I’m sure you aren’t reading my sales articles for my opinions on faith or religion!
-
The Biggest Secret to My Sales Success
- September 9, 2016
- Posted by: Dave Kurlan
- Categories: Bible and Sales, Understanding the Sales Force
In my most controversial article ever, I will share the biggest secret of my sales success. Some will undoubtedly call this the Dave went crazy article.
Some of you might be able to sense what my secret is. Some of you won’t appreciate how simple it is. But I’m guessing that most of you will love what I share in this article and if not, you don’t have to continue reading it. Find something else that resonates for you.
- 1
- 2