• Do Your Salespeople Have to Give Up Control to Their Prospects?

    • September 17, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I disagree with his article when he implies that we should be resigned to the fact that there isn’t much to be done except building trust until the prospect is ready to engage. 

    read more

  • 10 Sales Personalities and How to Manage Them

    • September 16, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    There are diverse individuals that you will have to manage and they aren’t really personalities as much as they are characteristics.  You might call them one or two word descriptions of people instead of characterizing them as personalities.  Following are 10 Sales Characters and how you can manage them more effectively.

    read more

  • The Search for Perfection – How it Can Ruin Your Sales Efforts

    • September 15, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    You work hard, diligently and creatively to develop something and it comes out, well, almost perfect.

    But as I mentioned earlier, there is a dark side to perfection and I’ll share the gory details with you here. 

    read more

  • Rod Stewart and Barry Manilow Could be Your Veteran Salespeople

    • September 14, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    There isn’t a single complaint that I hear any more often than this one:  “My veteran salespeople are living off of their existing customers and I can’t get them to go and find new business.”

    read more

  • Is $100,000 a Lot of Money? What Would Your Salespeople Say?

    • September 13, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Your salespeople must be able to understand the value proposition of their offering from every possible angle in order to make it fit their prospects’ and customers’ different worlds.  Do they?

    read more

  • Salespeople Become More Effective Part 2

    • September 10, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Yesterday’s article discussed the possibility for salespeople to develop weaknesses AFTER being assessed and during the period of comprehensive sales training, coaching and development.  Today, we’ll discuss some of the areas where you should see fairly early improvement, as well as the areas where you need to see it but may not.

    read more

  • Salespeople Become More Effective But Can They Become Worse?

    • September 9, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Objective Management Group (OMG) provides Progress Evaluations to determine how much improvement has taken place during the period of time since an individual or a team was originally assessed.  In most cases, especially when effective training and coaching has taken place, significant to dramatic improvement occurs.  Occasionally though, a salesperson will appear to be worse – weaker – than the first time.  How could this be?

    I’ll explain some of the scenarios where this should not be alarming, as well as some where it should.

    read more

  • The Whiners – Salespeople Who Get Your Attention

    • September 8, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Prospects, Customers, Salespeople, Managers and Senior Executives are all guilty of whining.

    Great Leaders, great sales managers, and great salespeople do not.

    Let’s focus in on salespeople.  Why do they whine?  Why do they look for things to complain about?

    read more

  • How to Achieve Consistency on the Sales Force

    • September 7, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    You probably know some salespeople who are consistent too, but unfortunately, most of them are consistently bad!

    Do you feel like fixing something on your sales force today?  Figure out what/who could be more consistent, determine what behaviors must change, identify something measurable, set better expectations, and drive the change home!

    read more

  • Why Salespeople Fail to Make Needed Changes

    • September 3, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I recently paid a visit to the men’s restroom (more comfortable in that one) where I saw Steve, our building maintenance man, on the floor repairing the sensor that automatically turns the water on and off. About 90 minutes later (right on schedule), I was back and shocked to see Steve still down there on the floor. I asked what was taking so long and he said, “Well it works just fine when it’s not connected to the faucet but when I reconnect it the darn thing stays broken!”

    read more