sales training
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Mastering Sales and Sales Management
- February 16, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We’re talking about Mastery of things you have a passion for.
Do you and your salespeople have a passion for sales? What is the thing you do that is equal to repeated listening, watching or practicing? What do you do to know your material cold? Do you attend training as often as you attend concerts, theater or movies? Do you listen to sales training as often as you listen to music? You should be getting exposed to the artist (sales expert) at least twice monthly and listening to their recordings (archives or supplemental material) even more often. In addition, you should be practicing (role playing like our son does) at least 30 minutes per day!
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Sales and Selling – Which Has Evolved More?
- January 19, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Let’s compare the evolution of selling to the evolution of salespeople.
Which do you think has evolved more? After all, both have been around since there has been anything to sell.
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Born to Sell? Give me a Break!
- December 18, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We all have what we believe are better methodologies, strategies and tactics. But there are some topics that are just begging for data – not opinion – and the author I seem to target more than any other just wrote one such article on whether great sales pros are born that way. All opinion. But based on what? He doesn’t really say. He simply uses his two kids as comparison. The problem is, he is dead wrong and the data says so.
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Your Sales and Sales Management Questions Answered Part I
- December 15, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In an article last week, I provided the post to a sales competency contest. The final question in that survey asked the participants for any sales issues they needed help with. Today I’ll answer the first four of those questions below:
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Top 10 Kurlan Sales Management Functions – What’s Missing?
- December 9, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I was asked a really good question yesterday. Why wasn’t the Sales Force Evaluation or the Sales Candidate Assessments part of my series on the Top 10 Kurlan Sales Management Functions?
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13 Most Important Tools for Coaching Salespeople
- November 11, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is the 1st in the series of the Top 10 Kurlan Sales Management Functions.
#1 – COACHING
In its simplest form, sales coaching consists of the following two activities:
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Top 10 Sales Management Functions
- November 10, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you have been reading my blog for any duration over the last 13 years, the list should not be much of a surprise.
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Top 25 Prerequisites for Successful Sales Training and Sales Development
- November 5, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Before an inside or outside expert can help you develop your sales force, there are at least 25 milestones that must take place or the initiative will probably fail.
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Sales Process – 5th of the 10 Kurlan Sales Competencies for Buildling a Sales Culture
- October 18, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is the 5th in my series of The 10 Kurlan Sales Competencies That are Key to Building a Sales Culture.
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Talking – 4th of the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture
- October 14, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today, as part of my continuing series on the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture, I present:
#4 – You Can Talk – It’s Your Mind that Has to Shut Up