sales management competencies Archives

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

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Top 13 Requirements to Help You Soar as a Sales Manager

January 17, 2019
Posted by: Dave Kurlan
Category: Understanding the Sales Force

In my last article I shared the top 8 requirements for becoming a great salesperson. Wow, did that resonate with people and there was a great discussion about it on LinkedIn. In addition to that, I received a

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The Latest Data Shows That Sales Managers Are Even Worse Than I Thought

June 18, 2018
Posted by: Dave Kurlan
Category: Understanding the Sales Force

When you watch the news these days, it seems like all you hear is Russia, Immigration, North Korea, FBI, DOJ, liars and leakers, and the latest celebrities to be disgraced by their behavior. You would think there wasn’t anything else

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Harvard Business Review Blog Off Target on Sales Greatness

March 5, 2013
Posted by: Dave Kurlan
Category: Understanding the Sales Force

This recent article in the Harvard Business Review Blog was as far off target as any I have ever debunked. Steve Martin lists 7 characteristics that he says differentiate great sales forces from good ones. His seven are:

Strong Centralized

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Missing on the “Secrets to Developing Successful Sales Managers”

February 21, 2013
Posted by: Dave Kurlan
Category: Understanding the Sales Force

An interesting article, Secrets to Developing Successful Sales Managers, by Xactly’s CEO, Christopher Cabrera, was posted on Selling Power’s 2/19/13 blog. I suggest that you read it first, returning to this article for the analysis.

I thought that the

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