Search Results
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Successful Movie Franchises and the 10 Keys to Impactful Sales Coaching
- April 3, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today’s coaching session must be so good that the salesperson does not want it to end. Not only that, but the salesperson can’t wait to come back for more coaching. Now, be honest with yourself for a moment. Assuming that you regularly and consistently coach all of your salespeople, is your coaching so powerful that your salespeople can’t wait for another session with you?
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What Percentage of Sales Managers Have the Necessary Coaching Skills?
- April 13, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Recently, I was asked to share some statistics about sales management coaching – the percentage of sales coaching skills that most Sales Managers have and the amount of time they spend. So let’s stop talking about the article and start sharing the statistics!
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Sales Coaching and the Challenges of Different Types of Salespeople
- February 8, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Recently a reader directed me to a video on the Harvard Business Review site. They rarely have accurate, relevant sales-specific information there, so I clicked over with great anticipation.
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The Secret to Coaching Salespeople and Why It’s So Scary
- September 21, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I learned that the way in which sales leaders react to the exact same material differs exponentially in accordance with the time we have to discuss it.
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Top Sales Academy – Mastering the Art of Sales Coaching
- March 9, 2015
- Posted by: Kurlan & Associates, Inc.
- Category: Podcasts & Webinars
Top Sales Academy Webinar
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Self Coaching for Success
- January 28, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories: Monthly Tips, Strategy
I get many calls and emails asking for help – and that’s good! One of the things I’ve observed over the years is that most salespeople, when they’re struggling some, don’t know why they’re struggling. I thought that today I would share my simple formula for helping salespeople discover where in their selling process the problem is hiding.
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Top 20 Reasons Why Sales Managers Suck at Coaching
- January 14, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The latest interview between Jonathan Farrington, CEO of TopSalesWorld, and me is available here.
We discussed why only 17% of all sales managers are effective at coaching and the conversation was very enlightening.
It only takes 15 minutes to listen to the entire Podcast and you won’t be disappointed.
So why aren’t more sales managers effective at coaching salespeople? Here are my top 19 reasons and I left #20 open so that you could add your two-cents worth.
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Top 10 Outcomes That Should Come From Sales Coaching
- January 6, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When you coach a salesperson, which words should you hear that would tell you the session was effective?
Not “Thanks” or “OK”. -
10 Sales Coaching Examples
- January 6, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Your system for coaching – the frequency, duration and process – should remain consistent, but it is important to remember these variations. All of the people whom you coach or should be coaching are unique individuals and need you to work with them in a way that is most beneficial to them, not you.
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Top 5 Keys to Effective Sales Coaching and Results
- January 6, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
One confusing component of effective sales management is that great sales management skills don’t always translate into great sales results. This phenomenon is most obvious when a company hires a terrific, new sales manager, who possesses all the desired skills, and the manager fails to have an immediate impact.