-
Bench Strength – The Key to Replacing Salespeople
- July 19, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Don’t put yourself in a position where you have to worry about your new salespeople. Once they’re on board, make sure you have a structured, effective 90-day ramp-up program to assure they succeed instead of setting them up for failure.
-
Sales Force Compensation – X Marks the Spot
- July 15, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Compensation is usually simpler than most companies make it. Most companies seem to either over compensate or under compensate on salary. Most companies tend to do the same with commissions.
There are three key points in time with compensation. They are:
-
More Sales Coaching Leads to Accelerated Growth
- July 14, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Your salespeople have the opportunity to replay their last call – one that probably had a horrible ending – and learn from it…
Your salespeople can experience a live version of reincarnation every day!
There are two keys that can’t be overlooked though:
-
This One Tip Helps Salespeople Close More Business
- July 13, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Everyone likes options, right? Yes, people love options. The only problem is that options prevent most people from being able to make decisions.
-
Sales Just Can’t be This Easy…Can it?
- July 1, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Last month, Reuters posted this article, describing research by Columbia University, which determined that both men and women are more likely to respond positively – and buy – when touched by a woman.
-
Which Salespeople Use Bad Judgment and Burn Bridges?
- June 30, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You want your salespeople to get decisions instead of taking stalls, put-offs and objections. Some of your salespeople are better at this than others. I’ve written extensively about the difference between the required skills versus the strengths that support closing, as well as recognizing and dealing with put-offs. Today, I will discuss the difference between not getting the desired reaction or behavior, not getting a decision and burning a bridge.
-
Top 5 Sales Recruiting Observations of 2010
- June 29, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today, I’ll make some observations about the sales recruiting activity taking place this summer that either reinforces some of the things I’ve said in the past, or modifies my original stance.
In no particular order, but of equal importance:
-
5 Advantages That Overcome Inequities on the Sales Force
- June 28, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There are five areas where the sales force can develop a huge advantage over its competitors:
-
Rejection Resistant – The Science Behind Success in Sales
- June 24, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The growing amount of resistance to everything being marketed and sold, which doesn’t have the brand name Apple, makes being Rejection Resistant nearly as important to sales success as strong Commitment to Sales success.
Here are some statistics:
-
Overcome Call Reluctance – Get Your Salespeople to Prospect!
- June 21, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
As of yesterday, you asked your salespeople to make calls for a certain amount of time, or until they reached a certain number of attempts, conversations and appointments. Your salespeople that don’t experience anxiety over this had no problem and your call reluctant salespeople either found some other important thing to do, started but stopped, or lied.
If I apply this research to Prospecting, your reluctant salespeople are resisting as many as 4 things: