Search Results
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The Delayed Impact of Lack of Sales Commitment
- June 2, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
While commitment is a single data point – not the be-all-end-all – it’s a very powerful and predictive data point as well.
If you are a client, upon learning that a top producer lacks commitment you might be asking, “How can that be?”
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Effect of Optimism and Commitment on the Sales Force
- March 31, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’m reading Sarah Miller Caldicott‘s book, Innovate Like Edison.
There are some noteworthy quotes which, although written in the context of innovation, apply equally, if not even more to selling and sales management.
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Commitment on the Sales Force – Becoming More Rare
- January 17, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
As more and more is expected of salespeople today, I see less and less commitment to do what it takes.
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Golf Nuts and Commitment to Sales Success
- October 10, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Based on my research data of more than 300,000 salespeople, it’s evident that no more than 6% of the sales population is so motivated as to get coached, attend seminars, watch videos, read books and practice every day.
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7-Steps to Achieve Sales Team Excellence
- October 9, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Any company and/or executive can initiate a sales transformation, but there is one dealbreaker that can cause a sales transformation initiative to fail. But you have to see it through. You must be visible. You must lead by example. You must be engaged. You must show how important this is. You must show your commitment.
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Hydrangeas Tell the Story of Underperforming Salespeople
- September 13, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You don’t have to stand by, throw your hands in the air, become frustrated and use hope as your strategy. When did hope even become a strategy? You don’t need to terminate these underperforming salespeople and replace them with new salespeople who might not get it done. Take matters into your own hands, get the help you need to actually develop your salespeople.
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20 Ways Salespeople Waste Time and Lose Money
- August 31, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I was thinking about how salespeople chase their tails and waste time that could be better utilized on actual selling activities. Here are the first twenty time-wasting tail-chasing things that came to mind and they all reflect some degree of lack of commitment, lack of discipline, lack of consistency and excuse making:
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Stop the Dysfunction in the Sales Function
- June 17, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
For some reason, a plurality of executives think way too highly of their company’s sales capabilities and believe they will figure it out themselves. Egos and hurt feelings take priority over best practices, right people in the right seats, sales competencies and sales processes.
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Pump it Up for Sales Performance
- May 14, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A client has a small sales team in the northeastern US. Last week the CEO reconnected with the sales team to check if everyone was selling properly. They weren’t. The team had lost a few customers because a high pressure competitor was stealing their accounts. He initially thought there was a problem with the connections between the sales team and its customers but it was actually a gap in the sales team’s selling skills. The sales team was rusty, having rested on their laurels for years, and the lack of initiative to replace clients they had lost was glaring.
Of course the drama with the sales team could have been avoided and the CEO could have replaced and upgraded the team from the start if he had done these five things:
asked us to evaluate the sales team
checked the pipeline to make sure opportunities were being added
considered the degree to which they underperformed last year
remembered that he had to intervene on a daily basis last year to keep the team motivated
recalled that the team was getting old -
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.