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Should Special Effects Determine If You Have the Right Salespeople?
- February 18, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When we evaluate a sales force, one of the answers we usually provide is whether or not a company has the right salespeople. Right for what?
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How Does the Secret of Happiness Affect Sales Motivation?
- February 17, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Salespeople must be happy in order to succeed but we also know that they must want more than what they have in order to be motivated. What is the balance between being happy and being dissatisfied?
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Mastering Sales and Sales Management
- February 16, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We’re talking about Mastery of things you have a passion for.
Do you and your salespeople have a passion for sales? What is the thing you do that is equal to repeated listening, watching or practicing? What do you do to know your material cold? Do you attend training as often as you attend concerts, theater or movies? Do you listen to sales training as often as you listen to music? You should be getting exposed to the artist (sales expert) at least twice monthly and listening to their recordings (archives or supplemental material) even more often. In addition, you should be practicing (role playing like our son does) at least 30 minutes per day!
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Sales Management – Eagerness vs. Resistance
- February 12, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I received more email from this week’s episode of Meet the Sales Experts than I usually get following the show. I was trying to understand what we talked about that resonated so well with listeners.
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Sales 3.0 – Time to Upgrade Your Sales Force?
- February 12, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you find yourself having to compromise on your growth goals – I want to grow 30% but it isn’t realistic so I’ll settle for 8% – it’s time to upgrade.
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Why Was the Sales Forecast So Unreliable?
- February 11, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The snow storm never happened. We got an inch – over a 12 hour period – and the state shut down for nothing. And it’s not like we can’t handle a snow storm here in New England. We can handle anything! They just blew it. How was this forecast similar to the sales forecast?
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Why You Should be Scared When Your Salespeople are Closing Sales
- February 10, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Most senior executives get excited when a lot of business starts to close all in a fairly short period of time. They think:
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The Sales Assessment that Dave Kurlan Developed
- February 9, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you sell high end business services and your salespeople earn in excess of $250,000 annually, would you want to use the same hiring and selection criteria that they use to hire salespeople that sell long-distance telephone services to anyone who will listen?
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How Does the Salesperson Affect Price Shoppers and Negotiators?
- February 8, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When salespeople have a discussion about money, price shoppers usually make it very clear what their intentions are. On the other hand, negotiators don’t usually advertise their intentions in advance. Instead, they’ll negotiate after they have received a proposal.
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Real Live Coaching Call – Coaching a Salesperson
- February 7, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Clients who receive sales management coaching, training and development come to know what an effective sales coaching conversation sounds like. You may not be privy to that so you might find last week’s episode of Meet the Sales Experts helpful.