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Are Your Strategic Partnerships Your Passive Sales Force?
- January 18, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today, more than ever before, strategic partnerships, both formal and informal, are an important element of conducting business. They exist at all levels, including these 10:
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Objective Management Group wins Gold for Top Sales Assessment Tool of 2012
- January 16, 2013
- Posted by: Kurlan & Associates, Inc.
- Category: News
For the second consecutive year, Objective Management Group (OMG), strategic partner of Kurlan & Associates, has been awarded the Gold Medal for Top Sales Assessment Tool of 2012 from Top Sales Awards.
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Dave Kurlan’s Blog wins Silver for Top Sales & Marketing Blog of 2012
- January 16, 2013
- Posted by: Kurlan & Associates, Inc.
- Category: News
Understanding the Sales Force, Dave Kurlan’s popular business Blog, has been awarded the Silver Medal for Top Sales & Marketing Blog of 2012 from Top Sales Awards.
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Why Accidental Sales Training Works More Effectively
- January 15, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We stopped in a parking lot adjacent to a busy highway and when I opened the car door, she leaped out and ran toward the oncoming traffic. In a panic, we began screaming. What does all that have to do with sales and sales training?
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Sales Process – Top 10 Reasons Why Sales are Lost
- January 14, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When a salesperson fails to land a deal, sale or order which they expected, projected, forecasted and pre-banked, nine times out of ten, you can lay the blame on one of the following ten conditions:
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Best Way to Sell and/or Manage a Sales Force?
- January 10, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The biggest issue affecting salespeople, sales managers, sales leaders and even Presidents and CEO’s is this: For most of them, the way they know, the way they do it today, the way they have always done it, is the “best way”. They simply don’t know what they don’t know. Of course, some are worse than that. They know that they know it all.
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Tighter Sales Metrics at New Year Leads to Improved Success
- January 7, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
That leads to your KPI’s (Key Performance Indicators) or metrics which drive revenue. If you collect these now via a daily huddle, that’s terrific; let’s tighten them up. If you don’t currently have your sales team calling in every morning for 10 minutes, you’re missing out on a critical piece of accountability, team-building and intelligence.
How can you tighten up your metrics?
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All-Time Top Kurlan Sales Article
- December 20, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Whether you’re using a personality assessment, behavioral styles assessment, psychological assessment, or psychometric (describes all of the above) assessment, it’s the marketing that’s sales-specific, not the findings. Use them at your own risk.
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Sales Incentives, Awards, Lead Follow-Up and Sales Effectiveness
- December 19, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In the case of appointment setters, as in the email above, training them to be more effective with the appointment-setting conversation will pay dividends too. Not only will the appointments be more qualified, there will actually be more, better-qualified appointments!
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Vote the Best Top Article on Sales and Sales Management
- December 17, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is a pretty exciting time for us. We reviewed 1,000 articles which I’ve posted on this Blog since 2006 in an effort to present you with the Top 15 Sales Articles of the past six years, and later this week, the Top Sales Article of the last six years. It was not quick, easy, fun or obvious. They aren’t necessarily the most viewed and they do not have the most inbound links. But we did pick fifteen of the more serious articles. Some are articles backed by science and some are assessment comparisons. Five are on selling and two are articles where I debunked other published articles. Missing are the articles with analogies, humor and comparisons to children, but other than that, it’s a nice cross-section.