Dave Kurlan
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How Do You Find the Right Sales Candidate?
- June 5, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You know the definition of insanity – doing the same thing and expecting a different result. That’s how most companies approach hiring salespeople. They use their experiences from doing it incorrectly to project the results they would get if they did it the right way.
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Sorry Seems to be the Hardest Word
- May 31, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The sale doesn’t end when the sale is made. It ends when someone screws it up!
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Sales Force Development – Is it Training?
- May 31, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What is Sales Force Development all about? Sales training? Coaching? Sales Force Automation? Sales Selection? Sales Assessments? Compensation? Incentives? Performance? Sales Management Effectiveness? Mapping the Sales Process? Documentation? Having a Play Book? More?
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Salespeople Wanted – At Dunkin Donuts?
- May 20, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You may recall a post from March 11, featuring Dunkin Donuts, having to do with sales competencies and sales compensation. Today, I saw a sign on the door at Dunkin Donuts that said, “Salespeople Wanted”.
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Mavericks on the Sales Force
- May 17, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I was speaking at PAC Park in Pittsburgh this week when an audience member asked what he could do about Mavericks. Since this is a common issue and I haven’t previously addressed it here, I’ll do so today.
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What Do Sales Managers Do with Their Time?
- May 12, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you’ve been reading my Blog for a while you’ve probably learned that sales managers should be spending about 85% of their time on Accountability, Coaching, Motivation, Growth and Recruiting. We mined some of our never ending data to see what sales managers actually spend their time on.
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When Management Gets Push Back
- May 10, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s not unusual for management to get push back during the sales development process. Whether it’s during the evaluation of the sales force, raising expectations, initiating accountability, when coaching, modifying compensation or during training, push back is the one thing you can count on.
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Selling and Exclusivity
- May 10, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It might not work the same way for you as it does for me, but I’m all for exclusivity. Simplification, predictability, efficiency, better relationships, peace of mind.
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Why Do We Return to Disney World?
- May 8, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Maybe it’s just too damn hot down there. Which ever one you choose, there are always plenty of blood-boiling, frustrating, aggravating reasons for hating Disney. So why are 70% of the visitors returning to the scene of the exhaustion?
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Sales Performance – We’re Not a Commodity, We’re Different
- April 24, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
My grandfather sold cars during World War II and until he passed away in 1968. At one point he even owned an Edsel Dealership, which said more about his confidence in his selling ability than it did about his ability to make a good business decision. If you’re wondering, the selling gene skipped a generation and a half because my dad was an optometrist and I was an acute introvert for the first half of my life.