sales management

  • Your Salespeople Can’t Even Do That?

    • February 3, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The biggest concern is that the VP/Sales Manager should have known about and solved this problem the first week it was an issue – months ago – right after the salespeople began with the company.

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  • The Difference Between Selling to Negotiators and Price Shoppers

    • February 2, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Salespeople often confuse the prospect who needs to negotiate with one who must have the lowest price and as Michael says so often in his article, nothing could be further from the truth. 

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  • The Ignorance Factor and Achieving Your Company’s Revenue Goals

    • February 1, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    What do the 12 sales consultants and trainers and 4 new clients have in common with Michael Oher?

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  • The Importance of Pride, Self-Esteem and Confidence in Sales

    • January 29, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Bob is a believer in performance based pay – for everyone – and sees the day coming where everyone is compensated on performance.

    His top tips for success:

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  • What Makes You Think You Have a Sales or Recruiting Process?

    • January 22, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    It’s true.  Executives brag about their processes.  “Oh, yes, we spent the last 15 years developing our process and it’s wonderful – wait until you see it!”  It never matters whether they’re talking about a recruiting process or a sales process, the common denominator is the pride they take in what they created.

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  • 18 Business Trends For Your Sales Force

    • January 21, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Before they handled one caller’s sales force challenges (excellent stuff) , they commented on the state of business out there right now.

    They see:

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  • The Defining Moments in your Sales Cycle

    • January 13, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    What are some of the more subtle, but important, key moments in your sales process that affect every sales outcome?

    If I were to review some recent conversations with clients and their salespeople, crucial accomplishments included:

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  • What is Maximum Effort on the Sales Force?

    • January 11, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    here is a third type of salesperson, one of the elite top 5%, who can consistently maintain maximum effort for much of the year.  But that salesperson isn’t the norm.  So the questions that come from this are these:

    Are the top 5%’ers A players or super human players?

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  • When, How and Why Salespeople Discount Products and Services

    • January 6, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    When I pick up the dogs, Heather gives me the bill.  When it’s $140, I pay, she gets the dogs for me, and we leave.  However, when the bill is $800, Heather gets really uncomfortable, and begins editing the invoice and always seems to get it under $650. Nice, right?  Only if you’re a customer.  If you’re Bob, the owner, who has no clue she is doing this, what must it be like for him?

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  • Missing Sales Research and a Call for Sales Superstars

    • December 16, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I read this article on the Best-Kept Secrets of Sales Research.

    First, I wouldn’t call this sales research as much as market intelligence. 

    Second, I wouldn’t exactly call this stuff secretive.

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