Search Results
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Actual Coaching Call – Use it to Coach Your Salespeople to Success
- January 6, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today is your lucky day! I have secured the webinar audio from which that coaching session took place. The trimmed audio containing the moment in question runs about 5 minutes but it is so worth the listen.
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The Real Impact of Coaching Your Salespeople, Sales Managers
- January 6, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Coaching
- January 6, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories:
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The Real Impact of Coaching Your Salespeople, Sales Managers
- April 1, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’m in the middle of another page-turner, this one called The Man Who Killed Kennedy – The Case Against LBJ. It’s difficult to put a positive spin on this amazing, insightful book, about one of the biggest assholes the USA has ever known, but I can take two unintentional sales-related lessons from the book:
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Impact of Sales Process Versus Sales Coaching
- May 14, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
While most sales leaders admit that they must be more effective at coaching, many who said they have some kind of sales process in place didn’t come to the same conclusion. So, why is it so obvious to sales leaders that they need to improve their coaching, but so elusive that they need to improve their sales process?
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When Sales Coaching, Best Practices and Books are Ignored
- May 6, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Coaching is crucial to the success of any sales force; however, coaching without the context of an effective sales process, pipeline, metrics to drive revenue, motivation and accountability aren’t enough. So, our events integrate these additional elements to make for a well-rounded, comprehensive two days.
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Top 20 Reasons Why Sales Managers Suck at Coaching
- April 4, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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 Kurlan Articles on Sales Coaching
- December 11, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I present my Top Articles on Coaching Salespeople
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Sales Coaching Lessons from the Baseball Files
- May 24, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This sequence of analysis and tweaking works in exactly the same way when coaching salespeople. You should be able to immediately identify what went wrong, when it went wrong, how it went wrong and demonstrate how to prevent and fix it. The last two steps must take place through role-play. Are you doing that effectively?
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Top 5 Keys to Effective Sales Coaching and Results
- May 2, 2012
- 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. Worse, in many cases, is when the inherited salespeople rebel! This scenario also occurs when sales managers go to seminars, watch video clips, read books or blogs, and attempt to extract specific skills and tips but don’t have the luxury of hearing them demonstrated, in context, in a real situation. When Objective Management Group conducts a sales force evaluation, we often see that sales managers’ skills are much better than the resulting effectiveness of those skills. Why is that?