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Top 25 Prerequisites for Successful Sales Training and Sales Development
- November 5, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Before an inside or outside expert can help you develop your sales force, there are at least 25 milestones that must take place or the initiative will probably fail.
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Key Account Sales – More Than Just Important Accounts
- November 2, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Over the last several months I have engaged in several on line disagreements about the importance of asking questions early in the sales process. More than one sales expert has claimed that asking questions violates trust.
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Comparison of Sales, Personality and Behavioral Styles Assessments
- October 30, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is my article series on sales assessments. There are some incredible, demystifying, myth-busting exposes in the following articles. Enjoy!
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Stupid Choices in the Selection of Sales Assessments
- October 30, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We had a conversation with someone who was using the CPQ Assessment. The person who was providing it to them claims it is a sales assessment but it’s a personality test marketed as a sales assessment. If you’re not familiar with my series on this then click here. They were also told that it was predictive, especially with insurance salespeople, and that they could use the same criteria for selecting their salespeople (selling a business consulting package to CEO’s) as is used for hiring life insurance salespeople.
Yeah, right.
Let’s compare the life insurance (LI) sale and this business consulting package sale (BCP):
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Objections – 10th of the 10 Kurlan Sales Competencies that are Key to Building a Sales Culture
- October 27, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is the 10th in my series of the 10 Kurlan Sales Competencies That Are Key to Building a Sales Culture.
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Practice – 9th of the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture
- October 26, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is the 9th in the series of articles on the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture.
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The Numbers – 8th of the 10 Kurlan Sales Competencies That Are Key to Building a Sales Culture
- October 23, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is the 8th in the series of articles based on the 10 Kurlan Sales Competencies that are Key to Building a Sales Culture.
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Options – 7th of the 10 Kurlan Sales Competencies that are Key to Building a Sales Culture
- October 22, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This the 7th in my series on the 10 Kurlan Sales Competencies that are Key to Building a Sales Culture.
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Directors Want Better Boards – and Rightly So!
- October 21, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’m off topic a little bit for this Blog, but not off topic for the work we do in companies each day.
Frederic’ pointed me to the October 19 edition of Harvard’s Daily Stat – “Directors Want Better Boards”. One of the quotes from this article is, Boards should view the current crisis as an opportunity to review the way they function. A healthy self-assessment can go a long way toward improving a company’s performance.
It’s that self-assessment phrase that makes this post only slightly off topic.
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Sales Velocity – 6th of the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture
- October 20, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is the 6th is my series of articles on the 10 Kurlan Sales Competencies That Are Key to Building a Sales Culture.