Dave Kurlan
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Mentors for Salespeople – You Find Them Everywhere!
- December 19, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Who has been a momentary mentor to you? How many lasting impressions can you pass on to your salespeople? What are some of them?
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How Shake Up Calls Improve Sales Performance
- December 18, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Let’s talk about your sales force. Who needs to be shaken up? What are you unhappy with? When will you tell them? Which approach will you take? Will you address the issue sooner, or later?
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What if Sales Forces Were Outsourced to China?
- December 17, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Can you imagine if our sales forces were outsourced to China too? Geez!
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Are You Giving it Away When Your Salespeople Don’t Ask the Right Questions?
- December 16, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today I posted a case history that very effectively illustrates exactly what happens when your salespeople don’t identify their prospect’s compelling reasons to buy and how costly that can be. This article also explains how simple it would have been for the salesperson to identify the compelling reasons and profitably make the sale.
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What Do Effective Salespeople Have in Common with College Degrees?
- December 12, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Yesterday, John Miller, CEO of QBQ and the author of QBQ! and Flipping the Switch, sent out one of his frequent QBQ! Quick Notes and I asked his permission to reprint it here. It’s perfect! As you read it, I’d like you to think about the salespeople you interview…and choose not to interview.
He wrote,
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Can Sales Assessments Actually Predict On the Job Success?
- December 8, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Stathead was hell-bent on learning about the technical nature of how the assessment works, how it was created, how it was validated and its impact on protected minorities. While this is important, it can be very misleading. As you will read below, a test can meet all of those criteria and not help with selection at all!
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Entrepreneurs That Sell
- December 5, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Rick Roberge posted this on his TheRainmakermaker.com Blog about Entrepreneurs that (have to) sell and the frustrations they have balancing work and life.
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A Good Sales Call
- December 5, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I am so sick of hearing salespeople say that they had a great conversation with a prospect. Do you know how rarely those good conversations convert?
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Can a Womens’ Rights Activist Help Your Sales Force?
- December 1, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
But this is a Blog about Understanding the Sales Force so how does Gloria Steinem’s speech tie in? One of her many insights referred to what women should say (to themselves) when they look at themselves in the mirror. She urged them to say things like, “I see a business owner” or “I see a candidate” instead of “I look fat.”
Well, that’s exactly what you need your salespeople to do each morning if you want them to become over achievers.
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Excuse Making in the Sales Organization
- November 30, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
One of the things we see in far too many sales organizations is a culture of Excuse Making. The problem is that when beginning a sales development initiative, nothing changes until the Excuse Making stops!