Understanding the Sales Force

  • Management by Baseball
    • June 3, 2006
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Just six months after my book, Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball was published, Jeff Angus published his new book, Management by Baseball. The experts

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  • First Impressions
    • June 3, 2006
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I was being introduced to a crowd recently where the speaker wrote his own introduction of me rather than reading the bio I supplied him with. He chose one word, just one word, that inappropriately tied both of us to

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  • Expectations and Sales Performance
    • May 30, 2006
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Where can you go and experience tremendous heat, lots of walking and extremely long lines? Where can you go to overhear husbands and wives snapping at each other over their kids’ behavior while their kids are generally too tired to

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  • Outdated and Useless in Selling
    • May 25, 2006
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I noticed two things in my travel yesterday. As the digits approached $60 to fill up my tank, I noticed the 9/10 of a cent that I always see but never think about. As a teenager, I understood why, when

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  • The Sales Force Evaluation – Not Everyone Appreciates the Findings
    • May 23, 2006
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    In the May 13 post, More Hirable Sales Candidates, there were some controversial comments posted by a disgruntled sales candidate who didn’t get a job and blamed the assessment. As long as we’re on the subject of disgruntled, perhaps

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  • More Hirable Sales Candidates
    • May 13, 2006
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Objective Management Group Inc.’s latest statistics show that when a company assesses all of it’s sales candidates as the first step in the process, they will net as many as 50% more hirable candidates. When companies assessed their final candidates,

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  • Put Offs that Sound OK
    • May 13, 2006
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Your salespeople come back with good news and tell you that they spoke with the decision maker of the big opportunity they’ve been working on. They report that the decision maker told them they’re very interested in moving forward but

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  • Closing – Overcoming Objections
    • May 12, 2006
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Yesterday, 50 salespeople gave me their biggest closing obstacles – about 25 – when we combined them all. I showed them the four bases in Baseline Selling and defined what must happen for the salesperson to reach each base. Then

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  • Two Kinds of Salespeople
    • May 12, 2006
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    A successful serial entrepreneur who attended my seminar for CEO’s in Montreal today, suggested that there were two kinds of salespeople; those who prospected and went through the motions, only to not close, and those who asked for the business.

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  • Ten Tips for More Hirable Sales Candidates
    • May 11, 2006
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The job market is getting tighter, but more so in certain cities and especially in certain industries. With the shrinking supply of candidates, those companies in industries that salespeople find less desirable are seeing fewer applicants as candidates opt for

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