Sales Accountability Archives - Page 3 of 3

How to Hold the Sales Team Accountable Under New Rules of Sales Engagement

June 17, 2009
Posted by: Dave Kurlan
Category: Understanding the Sales Force

If you read yesterday’s post, there was a comment from Teicko who asked how you can hold the sales team accountable under these new rules of sales engagement where you must work three times harder, three times longer, be three times more effective and have three times more opportunities in the pipeline to get the same results as you used to.

Sales VP’s and Marketing VP’s – Combine Them or Not?

March 11, 2009
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Pete Caputa pointed me to an article on the Revenue Journal Blog about why you should combine the VP of Marketing and VP of Sales Roles and what the sales part of that role should be.

Timid Sales Managers Fearful of Confronting Salespeople

November 21, 2008
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Now how do you feel about ultimatums?

Ultimatums for the Salesforce – Do They Work?

November 19, 2008
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Suppose you deliver an ultimatum to a salesperson…

Suppose you deliver it to the entire sales force…

How would you expect them to react?

Stimulate the Economy – Get Your Salespeople Selling!

November 12, 2008
Posted by: Dave Kurlan
Category: Understanding the Sales Force

I was interviewed on two different radio shows today. Jim Lobaito interviewed me about the impact that the economy is having on sales on his weekly business show and David Leopold interviewed me for his live Internet radio show, Let’s Talk Small Business.

Sales Pipeline Can Provide Sight for Blind Executives

October 1, 2008
Posted by: Dave Kurlan
Category: Understanding the Sales Force

In a struggling economy, executives of sales driven companies are able to see weaknesses and shortcomings on their sales forces that they were previously either blind to or chose to ignore when the orders were coming in.

Now that these executives have sight, the question to be answered is can they invest the money to improve their revenue making machine or, is it too late because there isn’t any money left and what they see is what they get.