sales revenue

  • Hydrangeas Tell the Story of Underperforming Salespeople
    • September 13, 2024
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    hydrangeas

    One of our favorite garden plants is the Endless Summer Hydrangea, the first Hydrangea bred to bloom all summer long, every summer.  And they always do. Except last summer.  Except this summer.

    Last summer, they barely flowered at all and

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  • Great News! The Latest Data Shows That Salespeople are Improving
    • January 23, 2019
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Some really terrific news came across my desk this week when John Pattison, Objective Management Group’s (OMG’s) COO, showed me two graphs he had created.  For the first time in recent memory, salespeople as a profession GOT BETTER!

    That’s right, 

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  • The Crucial Channel Sales Strategy You Can’t Get Wrong
    • October 29, 2015
    • Posted by: Kurlan & Associates, Inc.
    • Category: Understanding the Sales Force
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  • What Would You Do? Sales Force Attempts to Maintain Status Quo
    • January 6, 2014
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    wrong stuffWarning – this story is disturbing and contains actual quotes from its participants.

    The president of a small company, suffering from years of declining sales, asked us to evaluate his small sales team (3 salespeople and sales manager).  He hoped

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  • What the Huge Patriots Win Teaches us About Sales Momentum
    • November 26, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    pats beat jetsPerhaps you watched the Thursday night Thanksgiving Day football massacre between the New York Jets and the New England Patriots.  The Patriots scored 35 unanswered points in the second period and scored 3 touchdowns in one 52-second period of time.

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  • How to Interpret Sales Revenue and Economic News
    • June 13, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    moneyI am having a disconnect with the bad economic news being reported.  Perhaps these conditions aren’t like this where you live and work, but here’s what I see all the time:

    • Can’t find a place to park at shopping malls
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  • 10 Steps to Record-Breaking Sales Revenues
    • June 30, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    When things loosen up (and things will loosen up) and companies and consumers both begin spending money again, you could be in for a significant windfall.  You may even have some record breaking revenue months if, and it’s a big

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