Sales Coaching
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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?
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Top 14 Requirements to Perform a Sales Force Makeover
- April 16, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
For kicks, let’s take a look at this week’s Baseline Selling mail bag.
One reader emailed that he just inherited a radio station in Honduras, has never sold before, and he and his salespeople aren’t able to book appointments.
Another reader is the Sales Director for several well-known magazines and said that her top producing team is down 50% from last year.
Yet another reader wrote and wanted to know how to chop her 2-3 year sales cycle down to 2-3 months.
And one President fired all of his salespeople, is back on the road selling and wonders what he can do to thrive.
What do all four of these scenarios have in common?
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What Happens When You Develop Sales Competencies?
- April 10, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Earlier this week I wrote an article for my Baseline Selling Tips Newsletter. It was about What Sleep Apnea and Sales Improvement Have in Common. If you don’t get my Newsletter, you’ll need to read that article in order for the rest of this post to make sense.
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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.
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Experts Provide Sales Management Help for 2009
- January 15, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Here are my thoughts of the day: This economic climate isn’t impossible, it’s just not easy.