Sales Coaching
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Grammar – Why Commas Provide Sales Success Where Periods Fail
- July 19, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The problem is one of grammar. All of the articles you read, videos you watch and audios you listen to suggest that there is a key to sales success. Period. But if you change the period to a comma, you’ll quickly see that all of these things are crucial to success in sales.
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Crucial Selling Take Aways from the 2017 Home Run Derby Lead to Sales Greatness
- July 12, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Did you watch the Home Run Derby on Monday night? I’ve never seen anything like it. You could see thunder and lightening through the glass wall in left field as thunderstorms raged while all the home runs were being launched. Wow, what a show! Of course, my mind always looks for a correlation to selling and there are some good ones here.
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How to Simplify Coaching Salespeople
- May 19, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When you take sales coaching, baseball, watching video and put it all together, what do you get?
You get the post-call debrief – the most powerful tool for great sales coaching.
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How to Eliminate the Need for Sales Motivation, Accountability and More!
- April 10, 2017
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
What if I told you there was a way to completely eliminate the need to manage the pipeline, motivate, recruit and hold salespeople accountable? There is and I’m going to share it with you!
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10 Selling Scenarios When You Must Slow Down
- February 7, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Rick Porcello’s thoughts about the importance of slowing down in certain situations and focusing on the present apply to the following 10 sales and sales leadership scenarios. Slow down:
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Another Powerful Reason Why Salespeople Struggle to Become Great Sales Managers
- February 2, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We talk a lot about the mistake so many companies make when they take their best salespeople and make them sales managers. While it’s not always a mistake, the most commonly discussed reasons include:
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7 Reasons Why Salespeople Underperform and How Sales Leaders Can Coach Them Up
- January 25, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
These are smart, talented, experienced sales leaders, who work for companies with excellent reputations, great products and wonderful customers. So why does nearly every sales leader struggle with the problem of under performing salespeople? The biggest problem is that there isn’t one reason – there are many – and I’ll share them with you now.
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Top 3 Reasons Why Sales Training Doesn’t Change Your Salespeople
- November 17, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I get asked this question a lot: “We’ve tried sales training before and it didn’t really change anything. Why didn’t it work?”
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What Sales Managers Do That Make Them So Ineffective
- July 26, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Earlier this week I wrote an article on why so many sales managers are so bad. In today’s article, I’ll share what makes them so ineffective. The easiest way to explain this is to start with a baseball analogy.
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Why So Many Sales Managers are So Bad
- July 25, 2016
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
I see bad ones everywhere I look. They are not usually bad people and they might not have been bad salespeople, but they are usually so ineffective in their role as sales managers. We will discuss some of the reasons and share an example next!