• 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.

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  • 6 Steps to Sales Mastery – How to Get Salespeople to Sell More

    • February 4, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Salespeople must evolve through six levels of development before they can consistently and successfully execute any process, concept, strategy or tactic they are trained and coached to perform. The six levels are:

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  • Your Salespeople Can’t Even Do That?

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

    The biggest concern is that the VP/Sales Manager should have known about and solved this problem the first week it was an issue – months ago – right after the salespeople began with the company.

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  • The Difference Between Selling to Negotiators and Price Shoppers

    • February 2, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Salespeople often confuse the prospect who needs to negotiate with one who must have the lowest price and as Michael says so often in his article, nothing could be further from the truth. 

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  • The Ignorance Factor and Achieving Your Company’s Revenue Goals

    • February 1, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    What do the 12 sales consultants and trainers and 4 new clients have in common with Michael Oher?

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  • The Importance of Pride, Self-Esteem and Confidence in Sales

    • January 29, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Bob is a believer in performance based pay – for everyone – and sees the day coming where everyone is compensated on performance.

    His top tips for success:

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