sales leaders

  • Can a New Sales Manager Be a Difference Maker?
    • November 9, 2022
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    For the longest time, my local Panera in Westboro Massachusetts was awful.  Like phone company awful. And cable company awful.

    The problem was chronic.  The half and half was always empty.  The supplies of cup insulators and trays were nowhere

    …
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  • When Sales Leaders Don’t Lead With Their Strengths
    • November 5, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Today I received a request for all of my articles to date which reference Objective Management Group’s Sales VP/Director Assessment.  I conducted a quick search and found – what?  None!  Out of nearly 1,000 articles, I hadn’t referenced OMG’s Sales

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  • The Sales Leadership Landscape – A Different Perspective
    • June 13, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    sales landscapeCEO’s are much more likely than Sales Leaders to pay companies in the sales development space for help, yet Sales Leaders are much more likely than CEO’s to attend workshops, seminars and briefings.  =

    Why is that?

    CEO’s typically want

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  • How the Right Sales Leader Can Turn Around Sales Performance
    • June 12, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    KGWhat jumpstarts sales performance?  Here are the first 30 which I thought of.  Is it:

    1. Improved Selling Skills?
    2. Change in Attitude?
    3. More Intensity?
    4. Written Goals?
    5. Effective Targeting?
    6. Stronger Motivation
    7. Stronger Desire?
    8. More Pride?
    9. More Determination?
    10. Tenacity?
    11. New Sales Talent?
    12. Training?
    …
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