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Over Achieving on the Salesforce – We Have it Wrong
- December 9, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Does a salesperson over achieve simply because she exceeded her goal? What if one huge deal, order or account drops in her lap? Does that make her an over achiever or just lucky?
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Free Sales Hiring Mistake Calculator Tool
- December 8, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Last week we introduced the Free Sales Force Grader Tool.
Today I am introducing the Free Sales Hiring Mistake Calculator.
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Dell, The Economy, Their SalesForce and You
- December 8, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Last week I received an email from my Dell representative’s sales manager. It was five paragraphs, and started out great:
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Sales Coaching – The Big Differentiator
- December 2, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What’s the difference between great sales coaching and good sales coaching?
Do you talk with your salespeople about strategy, goals, outcomes and potential obstacles? Do you check with them to make sure they agree? That’s good sales coaching.
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Free Salesforce Grader Tool
- December 1, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
How would you like to be able to rate the effectiveness of your sales force?
How would you like to be able to rate their effectiveness and get your score instantly?
How would you like to know the 22 keys to sales force effectiveness and excellence?
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A Career in Sales is No Place for a….
- November 25, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I must be losing my vision because regardless of the number of times I looked, I still didn’t see Sales on the list. So here we are and the profession is still so disrespected that they don’t even want to expose high school kids to the opportunity to earn more than most of the careers listed above.
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Timid Sales Managers Fearful of Confronting Salespeople
- November 21, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Now how do you feel about ultimatums?
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Ultimatums for the Salesforce – Do They Work?
- November 19, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Suppose you deliver an ultimatum to a salesperson…
Suppose you deliver it to the entire sales force…
How would you expect them to react?
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Is Your Selling Model Effective? Know your Salesforce’s ABC’s
- November 17, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Every company, with or without a salesforce, has a selling model. I know of one company whose model is “we don’t believe in sales”. It works for them, but it won’t work for many others.
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What Really Creates Sales Excellence?
- November 13, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you are like me, you’re receiving email invitations to attend webinars at the rate of 10 to 20 per day. And you’re getting the exact same invitations every single day from the exact same companies. And some of them promise the solution to all of your sales problems – sales excellence solutions. Take a look at the invitations I received today alone!