Search Results
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Analogies for Boosting Sales
- January 21, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ve created a series of some of my better analogies in the hope that they provide some of those “ah-ha” moments which are so valuable to improving your sales force.
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How Can Anyone Spend That Much Time on Sales Coaching?
- November 4, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
According to Objective Management Group’s considerable data, only 15% of all sales managers spend as much as 25% of their time on coaching and the time they do spend on coaching is generally ineffective. Two more statistics from OMG reveal that 18% of them shouldn’t even be in sales management, and 34% of them aren’t trainable because they lack the incentive to change. And one last statistic, a whopping 84% of sales managers just plain suck!
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Relationships – 7th of the Top 10 Kurlan Sales Management Functions
- November 23, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is the 7th in my series of the Top 10 Kurlan Sales Management Functions.
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Sales – What the Data Tells Us – The Series
- August 14, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This article series is called Sales – What the Data Tells Us. While some of the articles simply report the research and/or data, others share either my insights about the data or provide data to support my insights. Here are the articles:
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CRM – The Frontier Less Traveled
- July 24, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
CRM should be a no-brainer. That is, it should be highly evident, to even the most doubting of all Thomases, that being able to display the following information is not only helpful, but necessary.
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More Seth Godin on Sales
- June 29, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Last week, Marketing Guru Seth Godin wrote about the ‘Death of the Sales Call’, a post I addressed here. Today he wrote about the ‘9 Things Marketing People Ought to Know About Salespeople’. Funny thing is, in point #9, he defends salespeople against marketing’s attempt to replace them with the web by saying that the game changing sales…is real people interacting with real people. Quite a change in his tune in just one week!