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How Many of Your Salespeople are Receiving Welfare?
- January 9, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Money motivation tends to be very confusing to people but there is a huge distinction between being motivated to perform versus feeling entitled to more money. What do you have on your sales force?
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New Penn State Coach – Just Like Dysfunctional Sales Management
- January 6, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Bill O’Brien. One coach – two full time jobs. Both teams need his immediate, undivided attention and won’t get all that they need. Given the dual roles, how do you feel about the Patriots’ chances of another Super Bowl? Given this conflict of interest, how do you feel about Penn State’s ability to have a quality recruiting season?
This happens quite frequently in my world – the sales force.
In most small businesses, the President or owner is responsible for running the company and by default, manages the sales force too. The problem? Unskilled sales management is being provided on demand and that is always quite ineffective.
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Get Your Sales Force to Perform Magic and Make Sales Appear!
- January 5, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We don’t talk about it much but sales has a lot of magic to it.
We disguise the magic and call it art, but when people are unable to describe how it actually works it must be magic. Want an example?
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Sales Courage and Resilience
- January 3, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Hope isn’t enough, but faith and courage are. If salespeople can apply the 20 seconds of courage rule to every challenging or scary situation they encounter, and simply do what they are afraid of, good things will happen. When things go wrong – and they surely will – if they can have the faith to hang in there for one more minute, one more hour or one more day, knowing that if they do everything in their power (with their fate in their control) rather than relying on hope, they will achieve the desired outcome.
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The Future of Selling – Teleconference
- January 1, 2012
- Posted by: Kurlan & Associates, Inc.
- Category: Podcasts & Webinars
Featured on Focus.com
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Only 11% of Salespeople Do This at the End of a Sales Call
- December 20, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is the time of year for traditions. While most are family traditions, an analysis would reveal that the processes for buyers and sellers alike are filled with traditions: habits, learned behaviors, and standardized questions and comments. Today I am initiating a tradition on my Blog by republishing this holiday flavored article (from exactly one year ago today) that addresses those buying and selling traditions.
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Predictable Revenue – Aaron Ross interviews Dave Kurlan on his passions
- December 19, 2011
- Posted by: Kurlan & Associates, Inc.
- Category: Podcasts & Webinars
Featured on Predictable Revenue
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Every Sales Assessment Tells a Story – This is Fred’s Story
- December 19, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When his boss couldn’t understand why Fred wasn’t performing, we performed a sales force evaluation and among the things we focused in on was Fred.
Fred’s Sales DNA was generally quite good but when it came to his selling skills, there were a few problems that explained everything.
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How Many of Your Salespeople are Addicted to This?
- December 14, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Do your salespeople have a hopium addiction?
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Why OMG’s Sales Candidate Assessments Can’t Help These Companies
- December 12, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If companies hire the right salespeople to begin with, their churn problem disappears!