sales management
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Are Sales Tools the Solution?
- August 11, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When Sales tools are used properly, they become tremendous solutions, for example:
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Just How Important is Preparation to Sales?
- August 7, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It was a theme on this week’s edition of Meet the Sales Experts. Whether he talked about the keys to success in the role of salesperson, sales manager, regional manager, Sales Director or VP of Sales, stressed the importance of over preparation. Currently the VP of Commercial Lines, Marketing and Sales at the Hanover Insurance Group, Jim provided keys, tips, examples, lists, and secrets for success at every level of a sales organization.
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Public Speaking Simplified
- August 4, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I would guess that the only thing that is more common than an underperforming sales force is the discomfort that people have before they speak. And I’m not even talking about speaking in front of an audience. This discomfort can even manifest when presenting to one intimidating individual!
Speaking doesn’t have to be so difficult, especially when you are talking about what you know – your own area of expertise. Just follow my simple rules and you’ll be awesome!
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How to Get the Entire Sales Force to Change – Now
- July 27, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Now lets discuss your company and the sales organization. What have you been afraid to change?
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Do Your Salespeople Build or Lose Credibility?
- July 24, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Your salespeople lose all credibility when their actions and behavior are not consistent with their claims.
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Sales Are Probably Down if You’re Doing These Three Things…
- June 26, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
“When your market isn’t growing, it is not business as usual and holding your breath and hoping is not the right strategy.” This according to Casey Coffman, my guest on the most recent episode of Meet the Sales Experts. He went on to say that if you sell the same thing, to the same people, the same way that you did 16 months ago, he would be shocked if your sales aren’t down.
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Sales and Sales Leadership Lessons from Lou Piniella and the Umpire
- June 23, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Last night on the MLB Network, I heard Don Denkinger, a former major league baseball umpire, tell a very funny story about former Yankee player and current Cubs manager Lou Piniella.
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Top 14 Requirements to Perform a Sales Force Makeover
- April 16, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
For kicks, let’s take a look at this week’s Baseline Selling mail bag.
One reader emailed that he just inherited a radio station in Honduras, has never sold before, and he and his salespeople aren’t able to book appointments.
Another reader is the Sales Director for several well-known magazines and said that her top producing team is down 50% from last year.
Yet another reader wrote and wanted to know how to chop her 2-3 year sales cycle down to 2-3 months.
And one President fired all of his salespeople, is back on the road selling and wonders what he can do to thrive.
What do all four of these scenarios have in common?
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What Happens When You Develop Sales Competencies?
- April 10, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Earlier this week I wrote an article for my Baseline Selling Tips Newsletter. It was about What Sleep Apnea and Sales Improvement Have in Common. If you don’t get my Newsletter, you’ll need to read that article in order for the rest of this post to make sense.
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Sales VP’s and Marketing VP’s – Combine Them or Not?
- March 11, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Pete Caputa pointed me to an article on the Revenue Journal Blog about why you should combine the VP of Marketing and VP of Sales Roles and what the sales part of that role should be.