sales manager
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Top 20 Reasons Why Sales Opportunities Don’t Close
- January 28, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…As regular readers know, I often use baseball as an analogy to help readers more easily understand the many facets of selling. We are going to discuss closing but we’ll begin with closing’s baseball cousin, scoring.
In baseball, when a
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What Percentage of Sales Managers Have the Necessary Coaching Skills?
- April 13, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…I am often asked to explain what we look for when we evaluate Sales Managers. At this point, most experts agree that a good Sales Manager will spend half of their time coaching up the salespeople. Recently, I was asked
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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
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Former IBM Pro Lashes Out Over Sales Assessment
- February 17, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…A CEO of a fairly large-sized but under-performing OEM asked us to evaluate his sales force. One of the three regional managers, who assessed as poorly as any regional manager could, called to complain about his results. In addition to