Sales Coaching
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Salespeople Will Close 50% More Business By Changing This One Thing They Do!
- August 5, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
At Objective Management Group (OMG), one of the 21 Sales Core Competencies we measure and report on also tends to confuse salespeople, is the cause of frequent pushback, but has thirty-five years of cumulative science to support the finding and our conclusions. Allow me to introduce you the competency called Supportive BuyCycleTM.
BuyCycleTM represents how salespeople go about the process of making a major purchase and there is a 100% correlation between how they buy and the behavior they accept from their prospects. For example:
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Crappy Salespeople and Lack of Urgency Alignment – The Bob Chronicles Part 4
- April 27, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is the fourth installment in the Bob Chronicles. Bob is the weak salesperson who represents the bottom 50% of all salespeople. You can read previous installments about Bob below:
The $225,000 Mistake That Most Salespeople Make
Data – The Top Salespeople are 631% More Effective at This Than Weak Salespeople
Good Bob, Bad Bob, The Stockdale Paradox and Sales Success
You’re probably wondering, what did Bob screw up this time? He screwed up urgency. You might be asking how a salesperson could possibly screw up urgency but Bob and the rest of the weak salespeople screw up just about everything else so why not urgency too?
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How Pitchers Fielding Practice is Exactly the Same as Salespeople Role-Playing
- February 26, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
My Twitter feed had the funniest 1-minute baseball video I have ever seen. It was pitcher fielding practice (PFP) and the coach was miked up. It illustrated just how bad most professional major league pitchers are at fielding their position and how a coach can keep it light – even make it funny – when the pitchers are struggling so badly.
When professional salespeople are asked to role-play the salesperson’s part of a sales conversation they sound eve
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How to Use Buckets to Improve Sales Performance and Coaching
- February 19, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Buckets are important, especially when you’re attempting to coach up a salesperson or even improve your own sales performance. If you don’t have the OMG evaluation at your fingertips and can’t lookup the scores in 21 Sales Core Competencies, or see which attributes need to be improved, you’ll need to think in terms of buckets.
When salespeople are struggling, there are five primary buckets to consider:
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New Movie Has 3 Great Lessons for Salespeople and Sales Managers
- January 18, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Among all the product shortages we have experienced in the past ten months, there has been no shortage of crappy movies. It’s almost like the movie studios decided to release all the movies filmed in the past several years that weren’t ready for prime time and hope that people would stream them at home during the pandemic because we had watched everything else.
One exception to the crappiness of 2020 movies is The Trial of the Chicago 7. This article is not a review of the movie but it was a terrific film and worth the time to watch it. As good as this movie is, it comes with a bonus because it also provides three exceptional lessons for salespeople and sales managers. Let’s take a look!
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Are Sales Managers Coaching More Frequently Now That Everyone is at Their Desks?
- January 14, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We know how sales managers were doing before the pandemic. It wasn’t very good and I wrote about it in November which had data for the last 10 years. What do you think would be different if I filtered the data to show only the last six months of 2020, the time during which sales managers should have already made changes? Do you think it got better, worse, or stayed the same?
Let’s find out.
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FOX News and CNN Can Help You Conduct Better Sales Opportunity Reviews
- August 17, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I don’t really care whether or not you like, approve of, tolerate, or agree with President Trump and/or the issues he stands for. Doesn’t matter to me. And you shouldn’t care what I think of him or which side of that invisible center line I am on. Shouldn’t matter to you. While this is an article about coaching salespeople, I am going to use the current divisiveness as an analogy to help you better understand how sales leaders can have a huge impact on your salespeople.
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How Sales Coaching Utilizes a Quid Pro Quo
- October 24, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Quid pro quo is all the rage. The news networks are pointing to and from quid pro quo and arguing whether it was or wasn’t implied. Regardless of which side of the political spectrum you’re on, you’ve probably heard it plenty more than you need to.
Could there be a sales coaching lesson here?
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The New Salesenomics
- May 24, 2019
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
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Why Coaching Causes Some Sales Managers to Hold On for Dear Life
- March 4, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Over the past few months I’ve been coaching 30 sales leaders from 3 companies and while most are trying their hardest to do everything I recommend, apply everything they learn, and coach as instructed, there are several that don’t follow through and fail to move the needle for their teams. A few don’t want to be coached. A few don’t think they need to be coached. A few are too proud to be coached. A couple are too mentally challenged to be coached.
Avoidance aside, there are six scientifically proven reasons for their struggles and I’ll share them with you here.