declining sales

  • Good News About the Economy Positively Impacts the Sales Force
    • March 31, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I often get to see things six to twelve months before they happen.  When manufacturing placed projects and orders on hold as they did last October, it’s easy to predict that it will trickle down and impact everyone else over

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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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  • How to Turn Around Flat or Declining Sales Revenue
    • February 2, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I am in the process of reading a New York Times bestseller called 90 Minutes in Heaven.  The first chapter, where Don Piper describes his 90 minutes in heaven, is by far the best part of the book.  Page

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