Search Results
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Top 10 Factors for Getting Salespeople to Overachieve
- February 4, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There isn’t a single key to overachieving, so I’ll list my top 10 factors for helping salespeople overachieve. I’m sure I’ve written about each of these topics at some point in the past, but I’ll put them all together here.
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High Turnover on the Sales Force – What Does the Future Hold?
- September 30, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There are a number of industries where high turnover on the sales force is the norm. Insurance, Real Estate, Telecommunications, Copiers, Direct Sales, etc. My editorial addresses these issues.
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Sales Complacency
- June 15, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you have observed complacency on your sales force you must do something about it so that it doesn’t become any more contagious than it already is. What to do?
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Sales and Sales Management – Ideas for Growth
- January 27, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today I was asked about the difference between sales training and sales development. They are the same except for one ENORMOUS difference. Sales training takes place in the classroom and is often difficult to apply and put into practice. Sales Development takes place throughout the sales organization from the top executives down through the most junior of salespeople. While sales training is a component of sales development, some of the components that are even more important include:
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How Are Assessments Used
- November 15, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Since I am an expert on assessments, I get asked to assess the assessments that are out there on a regular basis. Most assessments are quite good as long as they are used as intended. However, users, motivated by marketing and salespeople, are often lured into using an otherwise good assessment in an inappropriate way. This compromises the value of the assessment that now fails to provide the in-depth information, answers and actions that a more appropriate tool would give.
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Cherry Picking
- May 16, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
“I know my body. I know what’s right and what’s not. I don’t need blood work or X-Rays. I just need to know why I’m always lethargic and have constant headaches. Can’t you just see me and check out my head?”
Evaluating part of a sales organization may in fact reveal something about the specific people we look at but it is never representative of the sales force as an entity.
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Creating a Sales Culture
- April 28, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
So what are the challenges a company will face when management decides to create a more proactive sales culture?