Dave Kurlan
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Lance Armstrong’s Metrics Applied to the Sales Force Equals Results
- December 4, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Recently, I completed Lance Armstrong’s 2001 book on how he became a champion cyclist, was diagnosed with Cancer, beat the cancer, and then returned to become the greatest cyclist in the world. It was an inspiring, fast-reading book. While this won’t come as a surprise to my cyclist friends, I was quite surprised to learn how metric-intensive competitive cycling is.
While training for races, Lance uses a heavy and expensive power meter that measures output (wattage). For the big race, he uses a smaller and lighter top of the line cycling computer to track speed, heart rate, incline, cadence, altitude gain, and power output. He simply adjusts his cycling until the numbers are where they were when he was training at peak performance and he figures the rest will take care of itself. Wow.
Sales is exactly the same. You train hard and once the metrics have been established, you simply continue to meet those numbers and the rest will take care of itself. Simple.
There are only a few problems with this:
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Sales Tactics – 10th of the Top 10 Kurlan Sales Management Functions
- December 3, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is the 10th in my series of the Top 10 Kurlan Sales Management Functions.
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Sales Strategy – 9th of the Top 10 Kurlan Sales Management Functions
- December 2, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is the 9th in the series of articles on my Top 10 Sales Management Functions
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Sales Systems and Processes – 8th of the 10 Kurlan Sales Management Functions
- December 1, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
the 8th in my series of the Top 10 Sales Management Functions but it is #10 on my list. Why am I going out of order?
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Relationships – 7th of the Top 10 Kurlan Sales Management Functions
- November 23, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is the 7th in my series of the Top 10 Kurlan Sales Management Functions.
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Sales Leadership – 6th of the 10 Kurlan Sales Management Functions
- November 19, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Sales Leadership includes but is not limited to:
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Sales Development – 5th of the 10 Kurlan Sales Management Functions
- November 17, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Development is the ongoing development of your salespeople. It includes – and goes beyond:
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Recruiting – 4th of the 10 Kurlan Sales Management Functions
- November 16, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You must use an assessment – not just any assessment, but a world class, sales specific, predictive, customized assessment that will consistently identify people that will be top performers for you, in your business, calling into your market, with your pricing model and competition.
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Motivation – 3rd of the 10 Kurlan Sales Management Functions
- November 13, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There is nothing more powerful than finishing every conversation, meeting and interaction with some kind of call to action.
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13 Most Important Tools for Coaching Salespeople
- November 11, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is the 1st in the series of the Top 10 Kurlan Sales Management Functions.
#1 – COACHING
In its simplest form, sales coaching consists of the following two activities: