Sales Coaching
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Sales Development – 5th of the 10 Kurlan Sales Management Functions
- November 17, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Development is the ongoing development of your salespeople. It includes – and goes beyond:
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13 Most Important Tools for Coaching Salespeople
- November 11, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is the 1st in the series of the Top 10 Kurlan Sales Management Functions.
#1 – COACHING
In its simplest form, sales coaching consists of the following two activities:
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Top 25 Prerequisites for Successful Sales Training and Sales Development
- November 5, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Before an inside or outside expert can help you develop your sales force, there are at least 25 milestones that must take place or the initiative will probably fail.
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Practice – 9th of the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture
- October 26, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is the 9th in the series of articles on the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture.
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The Numbers – 8th of the 10 Kurlan Sales Competencies That Are Key to Building a Sales Culture
- October 23, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is the 8th in the series of articles based on the 10 Kurlan Sales Competencies that are Key to Building a Sales Culture.
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Happy Ears – 2nd of the 10 Sales Competencies That Are Key to Building a Sales Culture
- October 9, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This article focuses our attention on the 2nd of the 10 Sales Competencies That are Key to Building a Sales Culture.
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Do You Need Your Salespeople to Love and Respect You?
- October 5, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I was coaching a sales manager whose reps were all under performing, even though many of them have a history of achieving and over achieving during less difficult times. Many salespeople with prior success have been struggling to match their past performances. The truth is that most of them just aren’t good enough to overcome the resistance that they face right now. The question is, what percentage of those struggles are due to the ineffectiveness of the salespeople and what portion lies with the ineffectiveness of their sales manager?
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Happy Ears or an Empty Sales Pipeline?
- September 23, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Very often, when an opportunity dies, salespeople will ask their managers or me for help.
After debriefing, when it’s clear that the opportunity is hopeless, and the salesperson continues to ask for help, still wants to sche
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How to Get the Entire Sales Force to Change – Now
- July 27, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Now lets discuss your company and the sales organization. What have you been afraid to change?
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What Should You Tell Your Salespeople in this Economy?
- May 6, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
From time to time I have written about what you must do with your salespeople in this economy. Would you like to hear what that actually sounds like?