Search Results
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Sales Candidates – Their Assessments Come to Life
- February 16, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In most interviews, you can watch a sales candidate’s assessment come to life. The more weaknesses they have, the more you’ll see them behave in a way that demonstrates those weaknesses. You’ll never see those weaknesses in more detail, than when the candidate objects to some part of the recruiting process. I posted an article last May 13 that a candidate took issue with. If you read the thread of comments below the article, you can see how the candidate’s weaknesses were extremely evident in his writing.
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Successful Salespeople & Will Smith
- February 13, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Reader’s Digest ran a feature story on Will Smith, star of the hit movie, The Persuit of Happiness. Will’s character is not the only one in this story obsessed with winning. It turns out that Will is also obsessed with winning, being the best and being the most successful. He believes that he can be the best at anything he chooses to undertake. He not only shares this trait with the likes of Tiger Woods, Michael Jordan, Oprah Winfrey, Donald Trump and other well known celebrities, but with some of the most successful salespeople as well. I posted an article on this subject in October.
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How Salespeople Contribute to Losing Accounts
- February 8, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I received some really lousy customer service this week and it perfectly demonstrates exactly what salespeople can do and not do to lose their good accounts.
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Top 10 Factors for Getting Salespeople to Overachieve
- February 4, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There isn’t a single key to overachieving, so I’ll list my top 10 factors for helping salespeople overachieve. I’m sure I’ve written about each of these topics at some point in the past, but I’ll put them all together here.
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High Turnover on the Sales Force – What Does the Future Hold?
- September 30, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There are a number of industries where high turnover on the sales force is the norm. Insurance, Real Estate, Telecommunications, Copiers, Direct Sales, etc. My editorial addresses these issues.
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Two Major Assessments Go Head to Head
- August 10, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Are you getting the intelligence you need to select the right salespeople for your company?
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The Correlation Between the Findings and Performance
- July 28, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The only suitable measures are to correlate performance to the hiring recommendation using the manager’s measure of success – whether the salesperson is meeting or exceeding expectations, however different they may be from company to company, industry to industry, group to group and position to position.
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CRM – The Frontier Less Traveled
- July 24, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
CRM should be a no-brainer. That is, it should be highly evident, to even the most doubting of all Thomases, that being able to display the following information is not only helpful, but necessary.
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Sales Management Woes – Depression over Impression
- April 27, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You want all of your salespeople to make a good first impression but even more, you want them to make a lasting impression. It’s difficult, if not impossible to recover from a bad first impression but what happens when your salespeople are making a less than impressive lasting impression?
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When Enough Isn’t Enough
- June 11, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
One client finally heeded some advice they hadn’t responded to for several years. They finally decided to replace 90% of their underperforming independent reps with direct salespeople. They certainly thought it through for a long enough time, considering the implications to the remaining reps, salespeople, customers and employees; programs, applications, legacy knowledge and costs. So on some magical day this year a transition will take place and the company will usher in the new era of performance and accountability. Or so it seems.