Sales Coaching
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Right Sales People in the Right Roles and the Right Seats
- January 12, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I was on site at a client’s last week to kick-off their training. At the end of the kick-off I asked each salesperson for their three biggest lessons learned. One salesperson had difficulty coming up with anything of substance. It turned out that he was new to sales and when we assessed him two months earlier, our assessment indicated that he was not trainable. The client wanted him in the program anyway because he had a hunch it would work out. “Not trainable” manifests in different ways but usually has the same outcome – salespeople don’t improve.
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Panic on the Sales Force and What to Do About It
- December 10, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What gets you in a panic? When I was young, height, water and people were enough to cause shortness of breath, a lump in my throat and a stomach ache. Today, I still have the symptoms, but not over any of the things that used to bother me. Today it would take somebody or something threatening harm to my wife, son or me.
What about for you? What causes a panic of that magnitude for you? I’m asking because I want you to know what it feels like, how difficult it is to function, concentrate, or breath. Have you been there?
Now let’s take your salespeople.
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Sales Coaching – The Big Differentiator
- December 2, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What’s the difference between great sales coaching and good sales coaching?
Do you talk with your salespeople about strategy, goals, outcomes and potential obstacles? Do you check with them to make sure they agree? That’s good sales coaching.
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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?
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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?
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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.
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The Sales Process, Closing More Sales, Raising Expectations
- September 29, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today I was interviewed by Lee Salz, host of Secrets of Business Gurus, an internet radio talk show. Today’s topic was “Sales Process Home Runs”. (It’s so nice whem my interviewers tie baseball into our interviews!) We talked about the importance of a sales process and what’s involved in building one. We also talked about hiring the right salespeople to sell within that process. Click here to listen to this compelling 30-minute discussion.
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The Sales Management Equivalent to Baseball’s Pitch Count
- September 19, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
One friend suggested I find a way to correlate pitch count to sales.
No problem.
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Your Sales Force – Who is Playing on Your Team?
- September 11, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What happens to your salespeople when a big deal or account they were hoping to close, counting on to close,doesn’t? What happens to them psychologically, emotionally and even physically?
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Top 10 Reasons Why Opportunities Die
- September 4, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ve provided examples before of bringing seemingly lost opportunities back from the dead. That may be the reason a client asked me to help bring one of his company’s deals back from what might be a near death experience.
I’m not going to reveal the details of this opportunity (yet) but opportunities like this usually have some common themes.