Search Results
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13 Most Important Tools for Coaching Salespeople
- November 11, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is the 1st in the series of the Top 10 Kurlan Sales Management Functions.
#1 – COACHING
In its simplest form, sales coaching consists of the following two activities:
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Hierarchy of Sales Coaching – How to Change Behavior
- September 15, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Seth Godin posted a great article on hierarchy of success.
Speaking of hierarchy, here is what I believe to be the hierarchy for changing sales behavior:
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What’s the Difference Between Mentoring and Coaching Salespeople?
- July 14, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today I was asked the difference between sales coaching and mentoring salespeople and I think this is a great topic that all sales managers, from field level up through the executive team must understand. This is only my opinion and I feel very strongly about this. Ask someone else and they might tell you that coaching and mentoring are the same.
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250 Best Articles on Sales and Sales Leadership by Category
- April 4, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
These are the top 10 articles in 25 categories on sales, sales leadership, sales assessments, sales performance, sales excellence, sales process and more.
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This is What Would Happen if Bob Got Promoted to Sales Manager
- February 7, 2023
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
For those of you who are familiar with my series of articles about Bob – the worst salesperson ever – you can catch up by enjoying, laughing, and making fun of him here. 12 of the articles that show up on that page are about Bob!
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How to Achieve Sales Mastery – A Collection of Loosely Connected Thoughts
- July 6, 2020
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
During our first of its kind Independence Day weekend, I thought about a lot of things that loosely tied into sales effectiveness and while they could all be articles in their own right, I decided to write one article tying them all together.
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You’re Normal and Your Sucky Salespeople are Probably Normal Too!
- September 3, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Do salespeople report up to you? Do you get frustrated with half to three quarters of them?
Is it a good day when a new opportunity is added to the pipeline? Is it a better day when they close a new piece of business? Do you wish you could double or triple the amount of activity, number of opportunities and deals that close?
Are they generally good people and you feel like they don’t deserve to be terminated? Do you like them too much to give them an ultimatum?
When you try to coach them, do you get frustrated because they say they understand but when they talk with a prospect or customer they don’t do what you coached them to do?
Do you think it’s you?
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10 Reasons Why Parents of Toddlers Make Better Sales Coaches Than Sales Managers
- May 24, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Toddlers watch Sesame Street, play with blocks, take baby steps, constantly ask ‘why’, eat food that has been cut into tiny bite size pieces, love to start with dessert, and love to have fun. Their parents make sure they are comfortable, help them overcome their fears, work to prevent resistance and emotional meltdowns, and teach them as they go about their business.
What does any of this have to do with sales and sales leadership? Read a bit more and I’ll explain.
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How to Eliminate the Need for Sales Motivation, Accountability and More!
- April 10, 2017
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
What if I told you there was a way to completely eliminate the need to manage the pipeline, motivate, recruit and hold salespeople accountable? There is and I’m going to share it with you!
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A CEO’s Guide to the Differences in Sales Leadership Roles
- June 15, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I was reviewing a sales leadership evaluation with my client, a CEO, who was a bit confused over how this was different from a sales management evaluation. He wondered, “Aren’t sales managers and sales leaders the same?”
He has a sales force that was typical of a mid-size business with a Sales VP (the sales leader), 2 sales managers, and about 15 salespeople between them. In my experience, there is a boatload of confusion over the differences between Sales Managers, Sales Directors, Sales VP’s, Regional Sales Managers, National Sales Managers, Senior Sales VP’s, Worldwide Sales VP’s, Sales Operations VP’s, Sales Enablement VP’s and Chief Revenue Officers.
Let’s attempt to explain some of the important differences between Sales Managers and the other Sales Leadership roles.