-
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
-
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.
-
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?
-
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!
-
Self Centered Salespeople and Customer Focused Selling
- December 6, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Most of the newer material on sales effectiveness is about being more customer focused. While this gets misinterpreted, the basics cannot be misunderstood. It’s about them (customer).
Unfortunately, many of the B players – the group in the middle – will never become A players because for the B’s it’s all about “me”.
-
How to Get Top Performance From Your Salespeople in December
- December 5, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Heading into the last week of the month, quarter or year, would you prefer to be ahead of goal or behind? And what about your salespeople – would you prefer for them to be ahead of goal or behind?
Are you sure? I didn’t ask how you wanted them to finish…
-
Must Read – Accenture / CSO Insights Sales Optimization Study
- December 2, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In their latest study (thanks to Charlie for sending it to me) – Accenture reported on the 2000 companies worldwide that CSO Insights surveyed. I identified some very interesting findings and if there was a big surprise it was that nothing surprised me! In fact, it supports everything I’ve written about here for the past 5 years. Consider the following:
-
The Biggest Mistake That Salespeople Make at Year End
- November 30, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Your actions can not be dictated by the time of year. Your actions must be dictated by where you are in the sales process and the step or stage that must occur next.
-
Sales Pipeline – Reality vs. What Your Salespeople Know and Think
- November 28, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What your salespeople think or believe – not a data point.
-
How to Make it Easier for Your Salespeople to Sell
- November 22, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Making the job easier for your salespeople is your number one responsibility after coaching and accountability but most sales managers don’t give this challenge much thought. How about you?