Search Results

  • Does Your Sales Force Look Like This?

    • April 12, 2012
    • Posted by: Kurlan & Associates, Inc.
    • Category: Understanding the Sales Force

    I shared just a few of the charts, graphs and tables, which we include in a sales force evaluation when we are answering common, but difficult, business questions such as:

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  • A Different Look at Sales Compensation

    • April 6, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    With a salaried position, salespeople are essentially on a fixed income – perhaps a more attractive fixed income than a retiree, but fixed none the less.  And these days, with most people living at or above their means, fixed simply becomes another word for broke!  The thought of coming up with $75,000 in discretionary funds is daunting unless a salesperson is the rare exception who has been squirreling away most of his income.  This is the world of the salaried salesperson.  Play it safe, but don’t expect any big commission checks.

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  • Sales Education – New Events, Articles and Books

    • February 28, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    Sales Education - New Events, Articles and Books

    Today’s article has a collection of links to help you, your sales managers and your salespeople become more effective.

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  • Sales Strategy and Tactics – Thoughts from the Super Bowl

    • February 6, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    In my opinion, football is the sport based more on strategy while baseball is the sport based more on tactics.

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  • Are You Part of the Problem with your Salespeople?

    • November 15, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    One of the things I always stress with sales leadership teams is that before they can coach effectively, before they can really hold people accountable to agreed upon metrics, before they can really motivate people to perform, and before they can develop their people, they must first shape their environment.  That’s the hard part.  After that has been accomplished, the actual coaching, motivating, development and accountability can be enjoyable and productive because of the resulting cooperation.

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  • The Latest Astonishing Findings about Sales Managers

    • November 7, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    This article recently appeared at SalesBenchmarkIndex.com.  The number that stood out for me in their report was 83% – as in 83% of first year sales managers don’t make their number.  Is that possible?  Is it realistic?  Is it believable?  Can you explain it?

    A few thoughts about that…

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  • If You Structure Your Sales Force Like the Big Companies…

    • July 13, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Yesterday I read a White Paper about structuring sales forces and it got my blood boiling.  It wasn’t that it was a study about sales forces, and it wasn’t that it was a study using large companies.  I got upset because of the conclusion – that you should structure your sales force like the big companies.  

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  • Top 8 Reasons Your Biggest Sale May Not be Your Best Sale

    • July 12, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Sometimes your biggest sale isn’t your best sale.  When biggest isn’t best, sometimes it is because:

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  • Top 20 Conditions that Dictate a Sales Force Evaluation

    • June 29, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    One of our Partners recently said, “We know how comprehensive a sales force evaluation can be, and we know how it works.  We know how powerful the findings and insights are, but when are the conditions right?”

    So, the Top 20 Conditions for a Sales Force Evaluation

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  • Are Your Salespeople Jerks or Just Different From You?

    • June 1, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Last week I conducted a 3-day Sales Leadership Intensive for a very small group.  Working with a small group has advantages because everyone receives more individual attention, we can go at their pace, and spend as much time as we need to on their issues.  Working with a small group also has disadvantages because their diverse learning styles tend to stand-out and can be a distraction.

    For example, in last week’s group, I had:

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