sales management role
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New Data: Will Salespeople Hit Quota When Sales Managers Coach and Sell?
- November 7, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I was reviewing stats from the 2022 World Series between the World-Champion Houston Astros and the National League Champion Philadelphia Phillies. The Phillies might have had a two-man wrecking crew in Kyle Schwarber and Bryce Harper but it wasn’t nearly
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Glue – The Missing Element That Makes Every Sales Training Initiative Successful
- February 26, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I still conduct a limited amount of training with some of my personal clients. We work with companies in more than 200 industries, from startups to multi-billion dollar corporations, that call on every possible vertical and decision maker, in nearly
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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
…Image Copyright 123RF Stock Photo
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