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Top 5 Sales Management Best Practices
- July 24, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Let’s see how those actually compare with the Top 5 Sales Management Best Practices – not the things sales managers necessarily do, but the things sales managers should do:
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Another HBR Article on Sales Leaves Me with Mixed Feelings
- July 20, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I was asked to comment on an article called The End of Solution Selling, which appeared in Harvard Business Review. The article was generally right on, but it also included several things that irritated me enough to question them and the article.
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Prospecting Trends for the Sales Force
- July 19, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Three salespeople left voice-mail messages for me today. They were all cold calls, they were all bad, and they were all following up on brochures they dropped off last week. Nothing out of the ordinary here, as one of the callers wanted to know when our copier leases expire, one wanted to know when our commercial real estate lease expires and two wanted to introduce themselves as our new reps.
There are several reasons why they were so bad:
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Disagreement Over Sales Leadership Best Practices?
- July 17, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When sales leaders initiate the questions, how do they differentiate best practices from stupid practices?
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Top Sales Magazine Dave Kurlan featured interview
- July 16, 2012
- Posted by: Kurlan & Associates, Inc.
- Category: News
Dave Kurlan was the featured interview in the July 2012 issue of Top Sales Magazine.
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What Leads to Salespeople Underperforming?
- July 16, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Doesn’t it drive you mad when terrific, yet underperforming salespeople, take time off for their car to be serviced, to bring their pets to the vet, to spend time with visiting family members, to work out of the house, when they feel under the weather, to meet a with a contractor, for the dentist, for their annual physical, etc? Take a vacation – no problem – but if you’re not on vacation, then work for crying out loud!
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How Do Sales Professionals Stay Motivated?
- July 12, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The most important thing to understand is that when someone must ask how to motivate their salespeople, they may not have the right salespeople!
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When Should You Use a Telemarketing Firm to Schedule Sales Calls?
- July 10, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you would like to establish new accounts and generate a significant increase in revenue, there are several things you can do:
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Are (Lack of) Results Due to the Salesperson or the Company?
- July 9, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Whether your salespeople are underperforming or doing well, are they responsible or is it your company, culture, advertising or offerings that’s responsible?
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How Soon Should You Make Changes to Your Sales Force?
- June 28, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This month’s newsletter from IDC’s Sales Advisory Group lists 5 things which a new Sales VP should do. Some of them are good, but others not so much. Among their points were some that have nothing to do with being new, plus one with which I am in complete disagreement. Consider 4 of their 5 bullet points below: