leadership
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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
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 be if his salespeople under achieved?
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Bad Apples on the Sales Force – Sales or Sanity?
- August 19, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Chubby, we hardly know you, and until we do, we’ll use your invaluable comments and insights to crusade for functionality and sanity on sales forces around the world.
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Sales – What the Data Tells Us – The Series
- August 14, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This article series is called Sales – What the Data Tells Us. While some of the articles simply report the research and/or data, others share either my insights about the data or provide data to support my insights. Here are the articles:
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Salespeople are Like Children – The Series
- August 14, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I have written many articles based on the insights of our son, most when he was between the ages of 3-7. Each article has profound lessons and they’re fun to read. Readers have enjoyed these particular articles so much, and found the lessons to be so good, that I compiled this series called Salespeople are Like Children. As you might expect, some of these articles are my all-time favorites too.
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With Manny in LA LA Land the Sales Force Can Produce
- August 1, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I posted this article earlier in the week before Manny Complainez was traded to the LA Dodgers. Mike Carroll posted this article earlier today. The King of Self-Centeredness was granted his wish and sent off, leaving his teammates relieved, happy, and excited about their team’s future.
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Manny Being Manny – When to Terminate Top Producers on your Sales Force
- July 28, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Most sales forces have a person – a maverick – like Manny; a top producer who marches to the beat of his own drummer. We have a different set of rules for these producers and as long as they’re not causing difficulties for anyone else we tend to tolerate what they do and don’t do. They don’t attend all the meetings, aren’t held to the same standards, regularly give us a load of crap and we tolerate it as long as they continue to produce.
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Fear Factor for the Sales Force
- July 24, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Your Sales Team Fear Factor.
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Fact Based Reasons Why New Salespeople Fail – Data Points
- June 28, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Did you ever have a new salesperson fail? Did you ever have one who was highly recommended fail?
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The Difference Between Salespeople and Account Managers
- June 27, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We were also asked to be judges in the Central Mass Sales Awards contest. This morning, I personally reviewed several dozen applications, some of which were very worthy of consideration. Yet I repeatedly saw some of the same patterns in the nomination applications as I see when Objective Management Group evaluates sales forces.
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Top 10 Ways to Drive Sales
- June 25, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Let’s assume that you have the right people, compensation, incentives, systems and processes in place. Are you all set? Hardly. You still have to drive sales because in most companies sales don’t happen by themselves. The companies that do that the best follow these steps:
