Search Results
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Top 10 Articles for Growing Sales
- November 28, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I thought it would be a good idea to point you to my top articles for growing sales. Some of you haven’t been reading this Blog since the beginning, and the best articles are not necessarily the most recent nor the most popular, so it’s pretty difficult to identify them from the 400 plus posts I’ve compiled in the last four years.
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The Comprehensive 90 Day Orientation for New Salespeople
- August 17, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
One attendee asked about my comprehensive guidelines for on boarding new salespeople during the first 90 Days. I believe that most companies set their new salespeople up for failure. I believe you should prepare your new salespeople for success. While I have probably posted about this subject on various occasions, I’ll try to get it all in here.
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Sales Force Development – Is it Training?
- May 31, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What is Sales Force Development all about? Sales training? Coaching? Sales Force Automation? Sales Selection? Sales Assessments? Compensation? Incentives? Performance? Sales Management Effectiveness? Mapping the Sales Process? Documentation? Having a Play Book? More?
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Are Selling Processes Becoming Obsolete?
- April 10, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Geoffrey James, a freelance writer and author, but not a sales expert, has recently written about this subject and I strongly disagree with what he wrote. In his most recent post, Is Your Sales Process Obsolete?, he makes some errant assumptions about the assumptions your salespeople are making.
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Seth Godin – Sales Expert or Marketing Genius?
- June 16, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When prospects attempt to determine who they should buy from and what exactly they should buy, it usually requires more than a phone call and a proposal.
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My Turnover’s Bigger Than Your Turnover
- June 21, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
They both share the same belief in the importance of a consultative approach to selling, have a sales process, and not being order takers. They both have capable sales management. They both pay well, above the industry norm. PM turned over only 2 of 16 salespeople last year while GP turned over 5 of 12. Why such a difference?