training
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Connecting the Dots on Sales Management
- May 28, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Do you remember the morning that you couldn’t find your keys, but they were right there on the counter? Or the time that you couldn’t find an article of clothing, but it was hanging right there in your closet the entire time you were looking for it? Or the time you couldn’t find your car in the airport parking garage? And yes, it was right where you parked it. Sometimes, things are right in front of you and you don’t notice them! And that brings us to this sales management topic.
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Why Do So Many Salespeople Fail to Make Quota?
- April 26, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The statistics are staggering. In some sectors, fewer than 25% of all salespeople will make quota. Even best-in-class companies are lucky when fewer than 80% of their salespeople make quota. Are you OK with it when your own salespeople fail to make quota? There are a number of possible reasons for this widespread mediocrity and failure and, depending on the company, some or all of them may apply.
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Every Sales Assessment Tells a Story – This is Fred’s Story
- December 19, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When his boss couldn’t understand why Fred wasn’t performing, we performed a sales force evaluation and among the things we focused in on was Fred.
Fred’s Sales DNA was generally quite good but when it came to his selling skills, there were a few problems that explained everything.
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Are You Part of the Problem with your Salespeople?
- November 15, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
One of the things I always stress with sales leadership teams is that before they can coach effectively, before they can really hold people accountable to agreed upon metrics, before they can really motivate people to perform, and before they can develop their people, they must first shape their environment. That’s the hard part. After that has been accomplished, the actual coaching, motivating, development and accountability can be enjoyable and productive because of the resulting cooperation.
