Search Results
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It’s Coming Sooner Than You Think – 5 Keys to Prepare Your Sales Force for the Recession
- March 10, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You remember the last recession – the great recession – right? I remember that in November of 2008, the business stopped coming in as if someone had turned off the faucet. Bam! We lost a third of our revenue overnight – and we were prepared for it! I predicted the last recession as early as September of 2006 with this article and in the summer of 2008 with this article.
In my business, I can see two trends ahead of others and I began seeing both of those factors begin to kick in last month. Do you know what they are?
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Sure Fire Way to Know Which Sales Opportunities are the Best Sales Opportunities
- February 24, 2016
- Posted by: Dave Kurlan
- Categories: Sales Pipeline and Forecast, Understanding the Sales Force
I just love it when cool gets cooler and I’m not talking about the winter weather in New England. About a month ago, I wrote this article on Targeting and shared a generic model for scoring opportunities. George Bronten and Henrik Oquist, CEO and COO of Membrain, took note and developed the concept as a new feature for their world-class CRM application, Membrain. You have to see how we integrated this new feature into the Baseline Selling version of Membrain. In the image below, you can see that we added a scoreboard milestone at two stages of the sales process.
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Choose Which of These Two Assessments are More Predictive of Sales Success
- February 10, 2016
- Posted by: Dave Kurlan
- Categories: Sales Assessments Compared, Understanding the Sales Force
This week, a candidate for a sales position sent along his Predictive Index (PI) assessment so that we could compare it to his sales assessment from Objective Management Group (OMG). Most people have little sense as to how assessments compare to each other – and even more have experience only with personality and behavioral styles assessments. I was able to extract the dashboard from OMG’s 21 page sales-specific assessment, and the graphics and selling summary from the 3-page Predictive Index behavioral styles assessment. You might find the comparison interesting!
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Book Dave
- November 23, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories:
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Book Chris
- November 23, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories:
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What True Story Does Your Sales Pipeline Tell You about Your Business?
- November 5, 2015
- Posted by: Dave Kurlan
- Categories: Sales Pipeline and Forecast, Understanding the Sales Force
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Sales Selection Case History – The Fix for This Insanity Works 99% of the Time
- October 2, 2015
- Posted by: Dave Kurlan
- Categories: Bob Chronicles, Understanding the Sales Force
If you had a crystal ball to predict whether or not your next sales candidate would succeed in a difficult selling role at your company, wouldn’t you want to use it? Heck, you would want to look into that thing even if it wasn’t a difficult selling role. But what if you were recruiting kids right out of college? What would you do then? Would you just recruit a whole bunch of kids and keep the ones who didn’t quit? Would you hire three times more than you needed and just keep the ones who were successful? Would you just hire anyone who looked and sounded good and go from there? What if you could use the crystal ball? Could that even work with college grads? Recently, we had an opportunity to study and answer that very question and the results will surprise you!
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Did You Know That There is a Season for Hiring Salespeople?
- September 17, 2015
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
Did you know that when it comes to hiring salespeople, there are also seasonal trends we know to be true ?
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A Guaranteed Fix for Inaccurate Sales Forecasts
- September 15, 2015
- Posted by: Dave Kurlan
- Categories: Sales Pipeline and Forecast, Understanding the Sales Force
Are your expectations completely unrealistic when you attempt to forecast sales for the month or quarter? For most companies, inaccurate forecasts are the norm and expectations for accuracy are insane. But that’s when companies rely on CRM applications with any of the following 10 challenges:
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Increase Sales by 20% – Guide to Creating an Effective Sales Process
- September 3, 2015
- Posted by: Dave Kurlan
- Categories: Sales Process, Understanding the Sales Force
Earlier this week I received this inquiry form from our “Ask a Sales Expert” page:
Someone from my team always responds to these inquiries and it was my turn. I want to share the correspondence, but it’s even more important to read the accompanying explanation, interpretation, warning and lesson. If I can help you to understand this and get your sales process correct, the data suggests that there is a corresponding 20% increase to sales!
