Understanding the Sales Force
-
How to Get New Salespeople to Take Off Like a Rocket Ship
- September 7, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Most companies combine some kind of classroom training with self-directed online training, shadowing an experienced salesperson and coaching. While all of that helps to pass on important knowledge, it does little to quickly ramp up a new salesperson. What does? I’ll share that next.
-
How Salespeople Must Run Stop Signs and Red Lights – Legally
- September 5, 2017
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
There is one simple thing you can do each day that will dramatically improve your sales effectiveness.
But you don’t think it’s possible to do what the title says, do you?
Well, it is not only possible, it’s crucial – and not only that you do it, but that you do it often and start doing it today.
-
Can Preventing Hiring Bias Benefit the Sales Hiring Process?
- August 21, 2017
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
You’re hiring and you need to identify the ideal salesperson for a particular sales role and you need someone to sell enterprise solutions to the C-Suite. Aside from all of the other requirements, you’ll need to find someone who has done this before.
-
17 Reasons Why Salespeople Don’t Convert More Calls to New Meetings
- August 20, 2017
- Posted by: Dave Kurlan
- Categories: Best Top 10 Lists, Understanding the Sales Force
If salespeople were completely honest about their biggest challenges in sales, then filling their pipeline with qualified opportunities would rise to the top. The problem is that most salespeople are embarrassed to admit that the very first thing they learned to do when they entered sales is still the activity that is most difficult. There are several reasons why it’s hard for them to admit this but this article will focus on the reasons why it is so difficult for them to schedule new meetings.
-
Insights Revealed in The Ultimate Analysis of the Sales Force
- August 16, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
They say that data is king and all this time I thought it was Elvis who was King. Who knew? Unfortunately, it all sounds a bit authoritarian so what if we just say that great data can provide us with great insights so that we can make better decisions?
-
How Executives Fail to Understand the Reasons for Poor Sales and Revenue Performance
- August 11, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I can tell you that once in a blue moon, after we evaluate a sales force and present our findings, a rare CEO can become defensive and react poorly to the results. When it happens, it’s usually a sign that the CEO is out of touch with the sales force. I’ll share some of the things to which they sometimes react badly:
-
Great, Previously Unread Sales Research Uncovered
- August 2, 2017
- Posted by: Dave Kurlan
- Categories: Sales Assessments Compared, Understanding the Sales Force
I thought I was pretty smart but I was wrong. The authors of this article are way smarter than me.
-
12 Reasons They Didn’t Like You Enough to Buy From You
- July 28, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You worked hard and smart, thought you did a great job, expected to win the business, but didn’t. Later, you learned that the prospect “Didn’t really like your style.”
It’s not at all unusual, but it is almost always misinterpreted. Salespeople tend to take this personally by internalizing the comment as, “They just didn’t like me. But why?”
-
What We Can Learn from the Latest Data on Sales Motivation
- July 25, 2017
- Posted by: Dave Kurlan
- Categories: Sales Data and Science, Understanding the Sales Force
Sales Motivation is just one of the 21 Sales Core Competencies that we measure, but as with all of the competencies, we go very deep.
-
Grammar – Why Commas Provide Sales Success Where Periods Fail
- July 19, 2017
- Posted by: Dave Kurlan
- Categories: Analogies, Understanding the Sales Force
The problem is one of grammar. All of the articles you read, videos you watch and audios you listen to suggest that there is a key to sales success. Period. But if you change the period to a comma, you’ll quickly see that all of these things are crucial to success in sales.
