• Key to Significantly Improve Sales Training Results

    • May 28, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The best players, getting the advanced instruction on the travel teams, improve the most.  Those same kids, on their regular season team, learn almost nothing new and aren’t challenged or pushed.  Practice, and sometimes even the games, can be so boring for them that they don’t play their very best.

    Translation from Baseball to Selling

    If we translate all of that baseball to selling, the only two things that change are the activity and the age of the people being coached and trained.

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  • How to Make it Easier for Your Salespeople to Sell

    • November 22, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Making the job easier for your salespeople is your number one responsibility after coaching and accountability but most sales managers don’t give this challenge much thought.  How about you?

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  • The Search for Perfection – How it Can Ruin Your Sales Efforts

    • September 15, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    You work hard, diligently and creatively to develop something and it comes out, well, almost perfect.

    But as I mentioned earlier, there is a dark side to perfection and I’ll share the gory details with you here. 

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  • Complete Sales Reference Manual – Now Available

    • August 24, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    This year I had the opportunity to contribute to a book that would be a compilation on sales.  While sales titles are released almost weekly these days, only a small number of them contain anything new, and most don’t raise the bar for the selling industry as a whole. This book is different.

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