sales management Archives - Page 31 of 32

The CEO Who Needed to Hire Salespeople

February 25, 2009
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Yesterday I spoke with a CEO who asked for some help recruiting salespeople. It seems that the salespeople they had previously hired had failed. As I learned more about their business, a few things became obvious to me:

A Call to Action for the Sales Force

January 21, 2009
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Al Gore has become more famous for his call to action against global warming than he ever was as Vice President of the United States.

Change Ready Companies Experience Faster Success in Sales Development

January 19, 2009
Posted by: Dave Kurlan
Category: Understanding the Sales Force

I was thinking about the difference between the clients that achieve rapid progress, with very measurable change, in the first six months of sales development versus those that show more typical progress where change has begun to take place but it might not be measurable yet.

Experts Provide Sales Management Help for 2009

January 15, 2009
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Here are my thoughts of the day: This economic climate isn’t impossible, it’s just not easy.

10 Steps for your Sales Force to Survive and Thrive in The Recession

January 5, 2009
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Bernie is the President of a company that had experienced flat sales for the three strong economic years leading up to the recession. He had been looking for a VP of sales for two years but hadn’t found the right candidate or failed to pull the trigger.

He attended an event where he heard me speak and asked me to contact him. He asked for my advice and I recommended that if he was serious about finding the ideal VP, then he should:

Surprising Statistics from the Sales Force Grader

December 22, 2008
Posted by: Dave Kurlan
Category: Understanding the Sales Force

The actual results are even more surprising than the number of people (several hundred) that have already visited the FREE Sales Force Grader.

Panic on the Sales Force and What to Do About It

December 10, 2008
Posted by: Dave Kurlan
Category: Understanding the Sales Force

What gets you in a panic? When I was young, height, water and people were enough to cause shortness of breath, a lump in my throat and a stomach ache. Today, I still have the symptoms, but not over any of the things that used to bother me. Today it would take somebody or something threatening harm to my wife, son or me.

What about for you? What causes a panic of that magnitude for you? I’m asking because I want you to know what it feels like, how difficult it is to function, concentrate, or breath. Have you been there?

Now let’s take your salespeople.

Over Achieving on the Salesforce – We Have it Wrong

December 9, 2008
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Does a salesperson over achieve simply because she exceeded her goal? What if one huge deal, order or account drops in her lap? Does that make her an over achiever or just lucky?

Sales Coaching – The Big Differentiator

December 2, 2008
Posted by: Dave Kurlan
Category: Understanding the Sales Force

What’s the difference between great sales coaching and good sales coaching?

Do you talk with your salespeople about strategy, goals, outcomes and potential obstacles? Do you check with them to make sure they agree? That’s good sales coaching.