sales motivation

  • Sales Success Secrets From Beyond the Grave

    • January 5, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Warning. I have included some very controversial material in this article so I’ll start with the easy stuff and finish with the material you may not want to read. I have some insights from three totally unrelated books as well as an unrelated article that I had a chance to read last week. I found common themes that relate directly to sales and sales management success. 

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  • Motivation – 3rd of the 10 Kurlan Sales Management Functions

    • November 13, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    There is nothing more powerful than finishing every conversation, meeting and interaction with some kind of call to action.

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  • A Forgotten Secret of Sales Success

    • October 1, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Brad Ferguson, my guest on this week’s edition of Meet the Sales Experts, shared a story about a bank he worked with.  Using Objective Management Group’s Sales Force Evaluation, he identified 8 bankers that weren’t right for the business development roles they were in.  After both the voluntary and involuntary turnover of 7 of them, the bank increased new business revenue by 30% from the 5 remaining bankers.  What did Brad have them do?  It was relatively simple, really.  He had them identify and focus on specific behaviors they could measure, required them to perform specific levels of those behaviors, and held them accountable.  Listen to the show to hear more.

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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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  • 2 Things Race Car Driving Has in Common with Selling

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

    Karl Scheible was my guest on this week’s edition of Meet the Sales Experts and Karl is not only a sales development expert, but he is also a professional race car driver!  How many people do you suppose there are that can take claim to both of those professions?

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  • 5 Ways to Motivate Your Salespeople

    • July 14, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I was coaching a senior leader today and the conversation turned to motivation, specifically, how to be a better motivator.

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  • What Should You Tell Your Salespeople in this Economy?

    • May 6, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    From time to time I have written about what you must do with your salespeople in this economy.  Would you like to hear what that actually sounds like?

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  • Media is to Fuel as the Recession is to Fire – How Does it Impact the Sales Force?

    • March 11, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The media – they didn’t cause the banking crisis but they have surely capitalized on it, dramatized it, chronically reported every devastating development and turned a serious but contained fire into a wildfire.

    I don’t want to hear how many jobs have been lost.  Who does that help? 

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  • 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.

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  • 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. 

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