assessments
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You Can’t Lose Customers or Salespeople – 2 Secrets to Their Retention
- July 6, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…As we wade deeper into recession, you will certainly agree that there are two things you must not lose:
- Customers/Clients
- Good/Great Salespeople
I conducted a Google search for “why salespeople quit their jobs” and was surprised to find more than
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When Salespeople Can’t Close Closable Business – The Bob Chronicles Part 7
- February 14, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I heard from Bob last week and whenever I hear from him it usually means he got himself into a jam with another sales opportunity. Regular readers are familiar with Bob, one of the worst salespeople on the planet. New
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How to Prepare for the Coming Sales Team Super Storm
- September 22, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…What would you do if, in the middle of summer, a big box store said you would really need a snowblower in preparation for the summer snowstorms we were about to get? Crazy, right?
What if Staples sent out a
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The Chainsaw Massacre and Building Sales Teams
- September 14, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I was on the back of our property with my chain saw and I was ready to take down the third tree of the afternoon. I determined where the tree needed to fall, made the two front cuts to create
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Follow This Advice to Schedule More Meetings and Spend Less Time Doing It
- August 25, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Yesterday I watched a toad walk across the outdoor side of our kitchen window. Picture it! I wish I had video but it ran so counter to what I have observed toads doing over the past 65 years that I
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MUST READ: Are Assessments as Evil as the Persona Movie Suggests?
- April 7, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Suppose you made a movie about cars and decided to feature the 1970’s era Ford Pinto, arguably the most dangerous car ever made. In your movie, you say that since the Ford Pinto is a car, it is therefore representative
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Good Bob, Bad Bob, The Stockdale Paradox, and Sales Success
- February 2, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I read that Admiral James Stockdale, a Vietnam War veteran and former POW at the Hanoi Hilton, said, “You must never confuse faith that you will prevail in the end—which you can never afford to lose—with the discipline
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The Problem With Having Crappy Sales Managers
- November 11, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…The lettering above the dials of our LG washing machine (pictured above when new) have worn off. I went online believing I could get a replacement decal and while LG does not provide replacements, they will replace the entire front
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The Best Solutions for Hiring Great Salespeople for Your Company
- August 28, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Would you fly on a huge jet from Minneapolis, Minnesota to St. Paul, Minnesota, usually a 15-minute drive?
Would you take a train between intersections of the same city block, usually a 2-minute walk?
Would you take a bus to
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The Sales Force with Over Achievers That Don’t
- March 26, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Huh?
That’s right. Today I heard about a CEO who told one of my colleagues that all of his salespeople over achieve. In the same phone conversation he mentioned that sales are down 20%. Can you imagine where sales would
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