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3 Sales Approaches of Elite Salespeople
- April 8, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Great salespeople must be able to easily use all three approaches on their sales calls. Salespeople that struggle tend to have just one approach and it won’t work all the time.
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What Happens When Sales Expectations Aren’t Met?
- April 6, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When your salespeople focus too much of their time and resources on a large opportunity and it doesn’t materialize, you can lose 6-12 months of productivity from them.
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Case History – How Not to Hire Salespeople
- April 2, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A company wants to hire 5000 salespeople – but why?
2000 drop out before completing training, and another 2000 drop out during the first 90 days in the field. Another 500 drop out during the first 6 months, and at the end of the year they only have 500 of the original 5000 standing. What would it be worth to them from a cost, time, resources and practicality standpoint for us to simply identify, in advance, the final 500, before anyone is hired?
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Kurlan Sales Strategists, Chris Mott and Frank Belzer Speak at the MIT/Sloan School for Business Sales Club Conference
- April 1, 2010
- Posted by: Kurlan & Associates, Inc.
- Category: News
Chris Mott, President of Corporate Training at Kurlan & Associates, and Frank Belzer, VP of Sales Strategy, recently spoke at the MIT/Sloan School for Business for their annual Sales Club Conference.
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Effect of Optimism and Commitment on the Sales Force
- March 31, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’m reading Sarah Miller Caldicott‘s book, Innovate Like Edison.
There are some noteworthy quotes which, although written in the context of innovation, apply equally, if not even more to selling and sales management.
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Baseball’s General Managers versus Business’ Sales Managers
- March 30, 2010
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
The 2010 Major League Baseball season officially gets underway this Sunday evening with its greatest rivalry, the Boston Red Sox versus the New York Yankees, at Fenway Park. It gives me a great excuse to write a baseball themed article. But hey, what else would you expect from the author of Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball?
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Secrets of Effective Sales Development
- March 29, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
“I’ve heard it all before.”
That comment applies to the music AND it can be attributed to some veteran salespeople after reacting to their first day of sales training. No matter what you read about selling, not much has changed in the last 40 years. Even my book, Baseline Selling, is based on concepts that go back as far as 1935. Did I improve on those concepts? Yes! But Selling itself is not a new concept.
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My Salespeople Won’t Use CRM
- March 17, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Yesterday, we discussed whether you can really get salespeople to change. I mentioned that the key rule was #9, Consequences, and that I would discuss consequences today.
There are three primary ingredients to having Consequences.
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Can We Really Get Salespeople to Change?
- March 16, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
People change when they are ready to change.
For example, I needed to lose weight and become healthier for several years. I had been reading the literature on healthy eating for months. I knew that this was important but until the day came when I was ready to commit to being healthy and eating healthy, nothing would change.
By default, salespeople are the same way.
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A Missing Link to Sales Improvement?
- March 15, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I was walking through the Airport when I saw what could be the missing link to sales improvement.