objective management group
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How to Close a Sale using Proof of Concept
- March 16, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
New salespeople have even greater challenges when they sell products and services that must be proven. Do they have to prove that they’re better, quicker, smarter, cooler or easier? Do they have to prove that their ROI is better? Do they have to prove a new technology or concept? Do they have a powerful, consistent way to do that?
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Beach Ball of Death Predicts Lack of Sales Growth
- March 11, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
And then there is the beach ball I want to share today – the sales beach ball of impending doom. You might be wondering how there could even be a sales beach ball, never mind one that spells impending doom; but, there is.
Last week I saw it for the first time on a slide from a deck that Objective Management Group (OMG) prepares when we evaluate a sales force. This particular slide answered the question, “Why Aren’t We Generating More New Business?”
Here’s the slide:
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Rebuttal to What Elite Salespeople Do Differently
- March 4, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This article appeared through syndication on some other sites. On CustomerThink, an epic discussion followed this introduction and I have included more than 50 comments that appeared there. It started with this comment from Bob Thompson, who also happens to own the CustomerThink website:
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Fix Your Mediocre Pipeline for Accurate Sales Forecasts
- January 26, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Most salespeople don’t pay too much attention to this. Even though we perform a pipeline analysis and restage the pipeline with every individual sales evaluation and comprehensive sales force evaluation we conduct, we typically discuss this exclusively at the executive level.
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Not the 3 Most Important Sales Hiring Attributes
- October 24, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
One topic that never gets stale is how to make sure that you nail sales selection. Whether or not salespeople actually fail, or they simply stick around, but fail to have an impact, the common theme is still failure to select the right salespeople. Recently, I stumbled upon this article about 3 Uncoachable Sales Attributes that you should focus on to get hiring right.
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How Significant is the Migration to Inside Sales?
- September 17, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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7 New Ways to Motivate Salespeople Through 20 Old Hurdles
- September 8, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
But what about those who are intrinsically-motivated – those who are motivated by satisfaction, fulfillment, praise and recognition. They want to change the world. They love what they do and want to achieve mastery. That motivates them. OMG is able to differentiate between intrinsically-motivated and extrinsically-motivated salespeople, but how do you manage those who are intrinsically-motivated? How do you get them to perform when they are interested in things that go beyond a commission check?
Perhaps this will help:
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Keys to Improved Sales Performance – Part 1 of 4
- September 2, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is the first in a four-part series that will run this week.
If you are like most folks, you were away for at least part of the summer, took as many long weekends as you could, and worked fewer hours on the days you actually did work. As part of getting the work done, you deleted as many emails as you could where a reply wasn’t required and visited fewer websites and blogs.
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The 21 New Sales Core Competencies for Modern Selling
- July 10, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Can you name 10 Core Competencies of a great salesperson? Let’s see, there’s prospecting, qualifying and closing, and then there’s….wow, this is difficult!
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One Thing Missing from The New Way of Selling – Part 2
- July 2, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Selling is still selling and while a lot has changed in the last 10 years, a lot of it hasn’t. I’m a social seller. Social sellers get found, find prospects and connect using a myriad of social selling tools. But once a meeting has been scheduled, the social must be dropped in favor of the selling. A prospect should only be aware of a terrific conversation, but process and methodology must be hidden backstage.