Dave Kurlan
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Is He or Isn’t He?
- April 27, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A company that wanted to evaluate their sales organization was having a not so uncommon identity crisis: their sales managers don’t have any salespeople reporting to them. What’s wrong with that you ask? Five things:
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The Passing of Time
- April 25, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I noticed that one of the sales forces we evaluated this week had a lot of salespeople that were fairly new – either to selling or to the company – which, by itself, is not particularly alarming. However, the sales manager was investing only 10% of his time on coaching and accountability.
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Let’s start with the Sales Managers
- April 23, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I spoke this week with a leader who wanted to assess his sales managers for potential development. He felt it would be better to start with sales managers – that’s how they always proceed with development. Who was it that started the misguided belief that you have to start with managers?