sales culture

  • What Leads to Salespeople Underperforming?

    • July 16, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Doesn’t it drive you mad when terrific, yet underperforming salespeople, take time off for their car to be serviced, to bring their pets to the vet, to spend time with visiting family members, to work out of the house, when they feel under the weather, to meet a with a contractor, for the dentist, for their annual physical, etc?  Take a vacation – no problem – but if you’re not on vacation, then work for crying out loud!  

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  • How Do Sales Professionals Stay Motivated?

    • July 12, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The most important thing to understand is that when someone must ask how to motivate their salespeople, they may not have the right salespeople!

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  • When Should You Use a Telemarketing Firm to Schedule Sales Calls?

    • July 10, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    If you would like to establish new accounts and generate a significant increase in revenue, there are several things you can do:  

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  • Are (Lack of) Results Due to the Salesperson or the Company?

    • July 9, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Whether your salespeople are underperforming or doing well, are they responsible or is it your company, culture, advertising or offerings that’s responsible?

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  • Time and Territory Management for Salespeople

    • October 4, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Aside from requests for Motivational training, Time and Territory management training is one of the most inappropriate requests I receive each week. And I’ve been getting requests like that for more than 25 years!

    Time and Territory management is what sales managers and VP’s ask for when they:

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  • Sales Management – Eagerness vs. Resistance

    • February 12, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I received more email from this week’s episode of Meet the Sales Experts than I usually get following the show.  I was trying to understand what we talked about that resonated so well with listeners.

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  • Talking – 4th of the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture

    • October 14, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Today, as part of my continuing series on the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture, I present:

    #4 – You Can Talk – It’s Your Mind that Has to Shut Up

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