Search Results
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Verne Harnish’s Rant and 3 Sales Leadership Issues
- February 25, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The one newsletter that I never fail to read each week, rain, 7 feet of snow, sub-zero temperatures, or shine, is Verne Harnish’s Weekly Insights (subscribe here). If you are not familiar with Verne (The Growth Guy), he wrote Mastering the Rockefeller Habits and his latest book, Scaling Up: How a Few Companies Make it and the Rest Don’t, is another must-read best seller.
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Sales Leadership Intensive
- January 26, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories:
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Sales Leadership Challenges to Having a World Class Sales Force
- January 14, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We hear those words a lot. Some companies aspire to it. Others claim to be there already. You are more likely to hear claims like those from a large enterprise, but you have better odds of actually finding it in a small-to-midsize company.
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The Real Problem with the Sales Profession and Sales Leadership
- October 1, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In the context of best practices, the sales management role is now 50% coaching. The problem is that according to data from Objective Management Group, 82% of sales managers make very ineffective coaches. Just yesterday alone we had conversations with sales managers who:
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Sales Leadership Observations about Pipeline and Terminations
- June 3, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It gets a bit scary when people who are experts in one thing write about another. Today’s example was sent to me by OMG partner Mike Shannon. He sent along a recent BtoBonline.com post by Jeff Perkins. Jeff suggests that the sales funnel is a thing of the past, but his examples, and therefore reasons, are way off base. He seems confused about what the sales pipeline or funnel is supposed to do for us.
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Sabermetrics for Sales Leadership – Projecting Sales Revenue
- May 28, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What if there was a way to project sales success even more so than what Objective Management Group has mastered during the past 23 years?
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Disagreement Over Sales Leadership Best Practices?
- July 17, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When sales leaders initiate the questions, how do they differentiate best practices from stupid practices?
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The Sales Leadership Landscape – A Different Perspective
- June 13, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Sales Leaders are to Homeowners as Sales Development Experts are to Professional Landscaping Companies.
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Frank Belzer to lead 4-day Sales Leadership program in Kuala Lumpur
- December 6, 2010
- Posted by: Kurlan & Associates, Inc.
- Category: News
Frank Belzer, VP of Sales Strategy at Kurlan & Associates, was named to lead a 4-day sales leadership training program in Malaysia.
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Sales Leadership – a Balancing Act to Achieve Compliance and Quotas
- March 11, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We covered many areas of Sales Leadership that fall under the direction of someone in Phil’s role including cultural issues, competition among sales managers, and getting an entire sales force to change. I chose to discuss the balance sales leaders must have between sharing, mandating and asking. Sounds simple.