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Can a New Sales Manager Be a Difference Maker?
- November 9, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…For the longest time, my local Panera in Westboro Massachusetts was awful. Like phone company awful. And cable company awful.
The problem was chronic. The half and half was always empty. The supplies of cup insulators and trays were nowhere
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New Data: Will Salespeople Hit Quota When Sales Managers Coach and Sell?
- November 7, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I was reviewing stats from the 2022 World Series between the World-Champion Houston Astros and the National League Champion Philadelphia Phillies. The Phillies might have had a two-man wrecking crew in Kyle Schwarber and Bryce Harper but it wasn’t nearly
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New Data: Is Sales Compensation Aligned With Changing Motivational Needs?
- October 31, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…My MacBook Pro is running Monterey version 12.6 and it has been charging to only 80%. This was driving me crazy so I did some digging and found that the default battery setting is “Optimized” where it says the following:
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The Irony of Free Passes for Under Performing Salespeople
- October 21, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…If you aren’t aware of the crime taking place in most of America’s big cities, you have either been living in a cave or experiencing willful ignorance. Most of the alleged criminals are repeat offenders and those who are arrested
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The Bob Chronicles – The Difference Between Selling Skills and Effectiveness
- October 12, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Back in the 90’s, after years of Chiropractic, I learned to crack my own back and neck. You never know when you will need to relieve stiffness and/or pain. Actually you do know. If you drove more than two hours
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How to Hire the Right Salespeople Using This Jeep vs. Infiniti Analogy
- October 7, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Before I purchased my first Jaguar, my dream car was the Infiniti Q45. In the early 90’s, I couldn’t wait to get that car and when winter came, I couldn’t wait to get rid of it. It didn’t matter what
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How Your Sales Team Can Double its Win Rate in a Recession
- September 26, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Isn’t it awesome when you learn about new tricks your computer, phone or software can do that you weren’t previously aware of? I’ve been using a number of new widgets on the home screen of my iPhone 13 and I
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How Many Authors Does it Take to Screw in a LightBulb Highlighting Selling Skills?
- September 22, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…A few years had passed since the last time I wrecked an hbr.com (Harvard Business Review online) article about sales. If you haven’t been reading the Blog for the last sixteen years you may have missed my previous fourteen take
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Is 28 Years Long Enough for a Sales Assessment Trial ?
- September 19, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…The Sony PlayStation, Gorilla Glue, Aquafina, and The George Forman Grill were all introduced in 1994. You’ve heard of those but have you heard of Vamp Nail Polish or KoronaPay? They were also introduced in 1994.
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10 Sales Attributes That Don’t Differentiate Top Salespeople from Bottom Salespeople
- September 12, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Here in the US, this Sunday marked the first Sunday of NFL Football. It’s the same (as always) but different (new games). In their season debut, my New England Patriots did their best impression of my Boston Red Sox and