sales management
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Analogies for Boosting Sales
- January 21, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ve created a series of some of my better analogies in the hope that they provide some of those “ah-ha” moments which are so valuable to improving your sales force.
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What Meteorologists Have in Common with Salespeople
- January 19, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Wow! A plowable snow event. No hype, no accumulation predictions, no mystery about the ever-moving rain/snow line, no warnings about treacherous travel, no details about the track of the storm and where it might go, just a “plowable snow event”. The excitement and exhaustion from the previous 3 storms had surely numbed her senses.
How does this apply to your sales force?
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The Sales Force and Beyond – Customer Impressions
- January 18, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Lesson for National: They may have the simplest VIP rental car pick up program on Planet Earth but if the people suck, so does the program! At least it sucks compared with Avis and Hertz (in my opinion).
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Death Defying Sales Calls – Don’t Get Run Off the Road
- January 13, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Have a healthy degree of skepticism, push back and challenge everything you hear, especially when it’s what you wanted to hear, to avoid a case of happy ears.
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How Much Crap Do You Put Up With From Your Sales Force?
- January 12, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
As much as this title resonates for most of you, your salespeople will probably ask, “Are you kidding me? It should say, ‘How much crap do we have to put up with from Management’?”
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The Will to Succeed, Sell Anything, Top Sales Books, and Coaching
- January 10, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I was just wondering – do you or your salespeople play the lottery? Do you or any of your salespeople have an inheritance coming? These are two things that you might not think anything of but they can cause salespeople to lack the consistency and effort that are so important to sales success. Salespeople maintain the mindset that financial success and independence, and the freedom to have what they want, when they want it, regardless of cost, must be earned and not handed to them. Big base salaries and commissions from residual business can have an even greater negative effect except they are even more immediate threats to productivity than lotteries and inheritances!
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Top 10 Steps to Initiate Salespeople to Their Roles
- January 4, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is exactly how to initiate salespeople, whether they are new to your company, new to their role, or new to sales. Don’t vary at all from the steps above. More importantly, don’t assume that because they have sold for 10 years they’ll know what to do or be able to do it effectively. Follow the steps!
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How Christmas Gift Giving Mirrors the Ideal Sales Process
- December 15, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you understand that, then why do so many executives and salespeople, from all industries, still insist that the first thing they must do with a new prospect is present? Even the word “present” suggests waiting for the perfect time.
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Top 10 Outcomes That Should Come from Sales Coaching
- December 14, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When you coach a salesperson, which words should you hear that would tell you the session was effective?
Not “Thanks” or “OK”.
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Top 5 Interesting Sales Tips
- December 13, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Depending on the context of the conversation, weather, personality and the frame of reference of their prospect, here are the top five things that “Interesting” could mean: