Sales Coaching
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How to Achieve Consistency on the Sales Force
- September 7, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You probably know some salespeople who are consistent too, but unfortunately, most of them are consistently bad!
Do you feel like fixing something on your sales force today? Figure out what/who could be more consistent, determine what behaviors must change, identify something measurable, set better expectations, and drive the change home!
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Why Salespeople Fail to Make Needed Changes
- September 3, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I recently paid a visit to the men’s restroom (more comfortable in that one) where I saw Steve, our building maintenance man, on the floor repairing the sensor that automatically turns the water on and off. About 90 minutes later (right on schedule), I was back and shocked to see Steve still down there on the floor. I asked what was taking so long and he said, “Well it works just fine when it’s not connected to the faucet but when I reconnect it the darn thing stays broken!”
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Improve How Your Sales Force Sells by Phone
- August 20, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Getting salespeople to recognize how badly they sound and how ineffective they are when selling on the phone isn’t easy. And just so you know who I’m talking about (and to save you from commenting about how these nuances are different) I’m including prospecting, cold-calling, telemarketing, telesales, inside sales, inbound marketing, outbound marketing and lead generation roles as “selling on the phone”.
There are two methods that I prefer to use:
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Professional Sales and the All-Star Jazz Performance
- August 16, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Professional Selling is just like being in an All-Star Jazz Ensemble. It’s being so good and so experienced, that one can perform perfectly, on demand, in any environment, despite tremendous pressure, regardless of product knowledge and expertise.
How many of your salespeople have this capability?
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How to Close the Deal that Your Salespeople Can’t Close
- August 10, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Sometimes, when your salespeople are trying to close a sale, the deal stalls, gets put-off, or simply doesn’t close. This is followed by, well, follow up, leading to more put-offs. There are many reasons why this happens but for the purpose of this article, let’s simply assume that the prospect has every reason to buy and the salesperson did not do anything glaringly wrong along the way. Simply a closable opportunity that hasn’t closed yet. In situations like this, there are usually two things going on:
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Sales Coaching is Like Baseball – How do You Rate?
- August 3, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Where are you when it comes to the all important topic of Sales Coaching?
I’m in the middle of training several sales management teams on the finer points of coaching.
What’s always fascinating for me is the transition that these teams go through on their way from point A to point B.
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More Sales Coaching Leads to Accelerated Growth
- July 14, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Your salespeople have the opportunity to replay their last call – one that probably had a horrible ending – and learn from it…
Your salespeople can experience a live version of reincarnation every day!
There are two keys that can’t be overlooked though:
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Xobni as Sales Assistant, Pivots Help Close Sales
- May 6, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
My guest on yesterday’s edition of Meet the Sales Experts was Matt Brezina, the co-founder of Xobni. Do you have Xobni on your computer? If you do, you know just how helpful it is. If you don’t, all you need to know is that it will make you more you MUCH more productive with your Outlook or Blackberry email applications. Listen to the show to learn more about it or visit their web site.
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Anatomy of the Worst Sales Call Ever
- April 23, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s easier to talk about some of the things he failed to do since he didn’t do anything correctly. If we were to perform an analysis working backwards from the end of his (can’t really call what he did a) sales process:
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Football’s Pitch Count and its Connection to Sales Management
- April 22, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Herm Edwards, currently of ESPN and formerly the Head Coach of the Kansas City Chiefs, was interviewed on WEEI, Boston’s Sports Talk Radio station today. He said a couple of things that were quite compelling: