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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.
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Kurlan & Associates Named to the Inc. 5000 for the 3rd Time.
- December 16, 2012
- Posted by: Kurlan & Associates, Inc.
- Category: News
For the 3rd time, Inc. Magazine has named David Kurlan & Associates to the Inc. 5000 list of the fastest growing private companies in America.
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Sales & Marketing Management Magazine “What’s preventing your Sales Force From Over Achieving”
- December 16, 2012
- Posted by: Kurlan & Associates, Inc.
- Category: News
Dave Kurlan was featured in this month’s Sales & Marketing Magazine entitled, “What’s Preventing Your Sales Force From Over Achieving.”
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Top Kurlan Articles on Sales Coaching
- December 11, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I present my Top Articles on Coaching Salespeople
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Top Kurlan Articles Debunking Sales Studies and Articles
- December 11, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ve read an awful lot of studies and articles over the last several years and while most of them have merit, some of them are either dead wrong or have drawn incorrect conclusions. Here are the ones which have earned my criticism:
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Top Kurlan Articles on Sales Process:
- December 11, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I present my Top Articles on Sales Process:
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Why Assessments Will Never Work for Some Companies
- December 11, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Assessments are awesome, especially when you choose the right ones, for the right purpose, at the right time. Despite the availability of some terrific assessments, they won’t work for every company.