sales management function
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New Data – Are Experienced Sales Managers Better Sales Managers?
- June 25, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Last week I wrote a revealing article which showed that Sales Managers are even worse than I thought when it comes to coaching their salespeople. That article stimulated this great conversation on LinkedIn.
Following that article I dug further
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Why Salespeople Fail to Make Needed Changes
- September 3, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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I recently paid a visit to the men’s restroom (more comfortable in that one) where I saw Steve, our building maintenance man, on the floor repairing the sensor that automatically turns the water on and off. About 90 minutes later -
Professional Sales and the All-Star Jazz Performance
- August 16, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…One of the most amazing musical performances I ever witnessed took place about 9 years ago in New Orleans. We had front row seats at a small venue that advertised an “all star jazz band”. The first musician to arrive
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Bench Strength – The Key to Replacing Salespeople
- July 19, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
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Earlier this summer I wrote about how the Red Sox are decimated by injuries. It’s not so much that they have 11 starters on the disabled list as much as it’s about their replacement players and whether they could hold -
Anatomy of the Worst Sales Call Ever
- April 23, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…The company rep showed up and looked at the plumbing. We had a very short discussion, mostly him telling me what he could do because he was an expert. After about 10 minutes with me, he left. Two days later
I recently paid a visit to the men’s restroom (more comfortable in that one) where I saw Steve, our building maintenance man, on the floor repairing the sensor that automatically turns the water on and off. About 90 minutes later 
Earlier this summer I wrote about how the Red Sox are decimated by injuries. It’s not so much that they have 11 starters on the disabled list as much as it’s about their replacement players and whether they could hold