-
Dave Kurlan revises his original, top-rated White Paper with additional research, “The Modern Science of Salesperson Selection”
- September 1, 2010
- Posted by: Kurlan & Associates, Inc.
- Category: News
New research, the changing marketplace, and the changes in sales success factors have prompted Dave Kurlan to revise his popular research paper, The Modern Science of Salesperson Selection.
-
Dave Kurlan publishes latest research in new White Paper, “Sales Longevity – The Science of Predicting Sales Turnover”
- September 1, 2010
- Posted by: Kurlan & Associates, Inc.
- Category: News
The enemy of sales selection is sales turnover and Dave Kurlan has completed his research and published the findings in his latest report, “Sales Longevity – The Science of Predicting Sales Turnover.”
-
10 Attributes of the CEO Who Drives Sales and More
- August 25, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
My second conversation was with an effective CEO who is completely unlike those that I described in the other article. My good CEO has the following 10 qualities that have a positive impact on the sales force:
-
Complete Sales Reference Manual – Now Available
- August 24, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This year I had the opportunity to contribute to a book that would be a compilation on sales. While sales titles are released almost weekly these days, only a small number of them contain anything new, and most don’t raise the bar for the selling industry as a whole. This book is different.
-
Top 10 CEO Reactions to My Comments About Their Sales Forces
- August 23, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Just like the salespeople who work for them, CEO’s come in all different sizes, shapes, styles and flavors. As you can imagine, those variances influence the outcomes of sales force evaluations, sales infrastructure, sales and sales management development and sales recruiting. Here is a sampling of how some of the CEO’s react to what I tell them about their sales force:
-
Improve How Your Sales Force Sells by Phone
- August 20, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Getting salespeople to recognize how badly they sound and how ineffective they are when selling on the phone isn’t easy. And just so you know who I’m talking about (and to save you from commenting about how these nuances are different) I’m including prospecting, cold-calling, telemarketing, telesales, inside sales, inbound marketing, outbound marketing and lead generation roles as “selling on the phone”.
There are two methods that I prefer to use:
-
Sales Recruiting – How Long Can You Keep This New Salesperson?
- August 19, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Back in April, I posted an article that was actually my third in a series on Sales Longevity – the science of predicting sales turnover. In that article I provided a link to my latest White Paper on the subject and suggested that this new science would someday become a new feature in our already cutting edge Sales Candidate Assessments. Well, that day is upon us.
-
Professional Sales and the All-Star Jazz Performance
- August 16, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Professional Selling is just like being in an All-Star Jazz Ensemble. It’s being so good and so experienced, that one can perform perfectly, on demand, in any environment, despite tremendous pressure, regardless of product knowledge and expertise.
How many of your salespeople have this capability?
-
How to Refine Your Sales Candidate Pool and Selection Criteria
- August 13, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you aren’t happy with the salespeople you are selecting, you can look in the mirror. Ask yourself to what degree you are putting your likes and dislikes ahead of the data. The data never lies but your eyes will tell you you’re hungry right after you eat! There is a place for gut feel, but it should never take place at selection time when following your gut means overruling the data.
-
How to Close the Deal that Your Salespeople Can’t Close
- August 10, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Sometimes, when your salespeople are trying to close a sale, the deal stalls, gets put-off, or simply doesn’t close. This is followed by, well, follow up, leading to more put-offs. There are many reasons why this happens but for the purpose of this article, let’s simply assume that the prospect has every reason to buy and the salesperson did not do anything glaringly wrong along the way. Simply a closable opportunity that hasn’t closed yet. In situations like this, there are usually two things going on: