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How Better Accountability Causes Sales Performance to Increase
- January 4, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Sure, having goals is important, but having them in writing, with an achieve by date and a plan is exponentially more likely to have an actionable outcome than only having goals. And if you really want results, accountability is to goals as the accelerator is to the automobile. They both cause immediate action. Here’s what I mean.
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Social Selling – I’m a Proponent, Not a Detractor – Look at The Stats
- November 15, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Bob Thompson left several comments on the article at the CustomerThink site. In his last comment, he asked what the stats would look like if we only reported on what the best salespeople did with social media. I think that’s a terrific idea, Bob, and while it’s much more difficult to isolate those statistics, I did the research and report on it here.
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Insider Opinion – Why Sales Experts Can’t Agree on Anything
- November 11, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Good things are happening in the world of sales and some of those things are coming your way. Just keep both eyes open, your nose to the ground and your antenna up. You’ll intuitively know whether or not what you are reading is a bunch of bunk or the real deal.
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Increase in Social Selling Yields No Improvement in KPI’s
- November 5, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
For all the attention that these sites get, for all the salespeople who now spend their evenings perfecting their profile, adding people to their networks and asking for introductions, what hasn’t changed for the better are these key metrics:
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Tighter Sales Metrics at New Year Leads to Improved Success
- January 7, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
That leads to your KPI’s (Key Performance Indicators) or metrics which drive revenue. If you collect these now via a daily huddle, that’s terrific; let’s tighten them up. If you don’t currently have your sales team calling in every morning for 10 minutes, you’re missing out on a critical piece of accountability, team-building and intelligence.
How can you tighten up your metrics?
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#1 Sales Presentation Tip from October 16 US Presidential Debate
- October 17, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When your salespeople are invited back to be one of several to present capabilities, value propositions and solutions, the exact same scenario as described above is sure to be played out. If the prospect liked you going in, they’ll look for opportunities to support your presentation. If the prospect liked your competitor going in, they’ll look for opportunities to discredit you in any way they can.
