sales management training
-
10 Rules for Successful Sales Training and Revenue Growth
- March 17, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I believe that “24” was the best Television series I have ever watched. Although it ran from 2003-2010, long before streaming was a thing, no show was better situated for streaming and binge watching than “24.”
My wife and I
-
The Baseball Experience That Continues to Generate a 28% Increases in Sales
- February 10, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…32 years ago, back in the winter of 1989, I experienced one of the most memorable weeks of my life. I attended Red Sox Fantasy Camp where campers like me, all greater than 30 years old and most a LOT
-
Are Sales Managers Coaching More Frequently Now That Everyone is at Their Desks?
- January 14, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Nearly a year into the Pandemic, most salespeople have adapted to selling over video. But how are sales managers doing at adapting to coaching their sales force over video? Inquiring minds want to know.
We know how sales managers were
-
You’re Normal and Your Sucky Salespeople are Probably Normal Too!
- September 3, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Do salespeople report up to you? Do you get frustrated with half to three quarters of them?
-
An Easier Way to Coach Salespeople – For a While
- January 30, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…One of the challenges that sales managers have is their trepidation around transitioning from very little coaching to daily coaching; and at the same time, moving from coaching light (ineffective coaching) to coaching pro (effective coaching). Why? They aren’t masters
-
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
-
How to Achieve Short-Term Explosive Growth from your Sales Team
- September 14, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Explosive Growth. Positive Momentum. Better Morale. Greater Confidence. Improved Capabilities.
-
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
-
How to Eliminate the Need for Sales Motivation, Accountability and More!
- April 10, 2017
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
…Sales Management is challenging. With coaching accounting for 50% of the role, it doesn’t leave much time for anything else. Yet pipeline management, along with the ability to motivate, recruit and hold salespeople accountable are also required. For many sales
-
Top 3 Reasons Why Sales Training Doesn’t Change Your Salespeople
- November 17, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I get asked this question a lot: “We’ve tried sales training before and it didn’t really change anything. Why didn’t it work?”
It’s a common frustration and often explains why companies try it once and don’t go back, or why