sales
-
More than Half of All Sales Managers Should Consider….
- May 19, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…After posting this article two weeks ago, showing the percentage of salespeople who are not trainable, who shouldn’t be in sales, and who are elite, it was inevitable that I would be asked to post similar statistics for sales managers.
-
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?
I was recently interviewed on a morning talk show and you can
-
What is Causing Your Salespeople to Fail in this Economy?
- April 23, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Do you have a salesperson like Bob?
-
Top 14 Requirements to Perform a Sales Force Makeover
- April 16, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…For kicks, let’s take a look at this week’s Baseline Selling mail bag.
-
What Happens When You Develop Sales Competencies?
- April 10, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Earlier this week I wrote an article for my Baseline Selling Tips Newsletter. It was about What Sleep Apnea and Sales Improvement Have in Common. If you don’t get my Newsletter, you’ll need to read that article in
-
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.
-
Seth Godin Reinforces the Proper Sales Process
- March 5, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Seth Godin posted this article last week. Read it it’s very short and a very good story.
-
Sales and Customer Service are Just Like Steriod Use in Baseball
- February 11, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Alex Rodriguez, one of the greatest hitters, if not the greatest hitter in baseball, admitted that he used steroids when he was with the Texas Rangers.
-
Sales Assessments vs Personality Assessments Episode III – The PHD’s Strike Back
- February 3, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Are PHD’s more sensitive to criticism than the rest of us?
-
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