Dave Kurlan
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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 executives have sight, the question to be answered is can they invest the money to improve their revenue making machine or, is it too late because there isn’t any money left and what they see is what they get.
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The Sales Process, Closing More Sales, Raising Expectations
- September 29, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today I was interviewed by Lee Salz, host of Secrets of Business Gurus, an internet radio talk show. Today’s topic was “Sales Process Home Runs”. (It’s so nice whem my interviewers tie baseball into our interviews!) We talked about the importance of a sales process and what’s involved in building one. We also talked about hiring the right salespeople to sell within that process. Click here to listen to this compelling 30-minute discussion.
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Sales Statistics That Reveal Sales Effectiveness
- September 26, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Jeff Angus, author of the Management by Baseball Blog, wrote this lengthy article in response to my Pitch Count post from last week. While Part I of his manifesto explores pitch count as it relates to injury and effectiveness, he brings up another important point. He talks about the best pitchers not learning how to win by not being expected or conditioned to finish the games they start.
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When Salespeople Perform Poorly on OMG’s Sales Assessment
- September 24, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When a top producer doesn’t assess well on Objective Management Group’s Sales Assessment, how can it be explained?
These are some of the possible explanations:
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Sales Appointments to Sell Free Services
- September 22, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Barbara left a voice mail for me today. 10 points for Barbara.
She got me to call back. 10 more points for Barbara.
When she finally had me on the phone she asked, “and who are you with?”
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The Sales Management Equivalent to Baseball’s Pitch Count
- September 19, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
One friend suggested I find a way to correlate pitch count to sales.
No problem.
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Take Empathy Out of the Sales Hiring and Selection Process
- September 18, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If an applicant is a good candidate for a sales management position, does that make the applicant a good candidate for a sales position?
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Hiring Salespeople is Like Baseball Expansion
- September 15, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Earlier today I was interviewed by Hank Walshak for a white paper on Sales Process, Sales Production and Sales Performance. As we discussed sales production – the concept that more salespeople equals more revenue, I explained dilution as it related to Baseball.
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Your Sales Force – Who is Playing on Your Team?
- September 11, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What happens to your salespeople when a big deal or account they were hoping to close, counting on to close,doesn’t? What happens to them psychologically, emotionally and even physically?
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How to be More Effective Selecting Sales Candidates
- September 8, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When it comes to assessing sales candidates, I strongly discourage benchmarking and here’s why.
Let’s start with recruiting salespeople.