salespeople Archives - Page 4 of 4

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

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A Career in Sales is No Place for a….

November 25, 2008
Posted by: Dave Kurlan
Category: Understanding the Sales Force

If you interview thousands of salespeople like I have, one of the first things you’ll learn is that not one of them ever considered sales as a future career when they were in school. They went to school for engineering,

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Management’s Guide to the Top 10 Differences Between Sales Winners and Losers

October 19, 2008
Posted by: Dave Kurlan
Category: Understanding the Sales Force

Friday I wrote this post and today I wrote this longer article about the Top 10 Differences between Sales Winners and Sales Losers.

This post is the sales management version of the article referenced above.

In that article, I

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Will Your Salespeople Change Behaviors to Improve Their Effectiveness?

October 9, 2008
Posted by: Dave Kurlan
Category: Understanding the Sales Force

This morning our six-year old son asked if he could dress downstairs in front of the TV instead of upstairs in his bedroom. I said that whenever we bring his clothes downstairs he never seems to gets dressed, and then

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Sales Pipeline Can Provide Sight for Blind Executives

October 1, 2008
Posted by: Dave Kurlan
Category: Understanding the Sales Force

In a struggling economy, executives of sales driven companies are able to see weaknesses and shortcomings on their sales forces that they were previously either blind to or chose to ignore when the orders were coming in.

Now that these

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