Search Results
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Sales Motivation – Boston Celtics are the Hungriest Team
- March 14, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Max said that Garnett, Pierce and Allen are hungrier veterans because they haven’t won anything yet, unlike some of their counterparts in the NBA. He said that their hunger, more than their talent, is the big differentiator that is making the Celtics the team to beat this year.
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Gossage and Sox-Yankee Playoff a Key to Sales Competency
- January 29, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Salespeople are far more effective when they are relaxed. They listen better, ask better questions and have more fun. Have your salespeople go through the ‘worst that could’ happen exercise.
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Top 10 Articles for Growing Sales
- November 28, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I thought it would be a good idea to point you to my top articles for growing sales. Some of you haven’t been reading this Blog since the beginning, and the best articles are not necessarily the most recent nor the most popular, so it’s pretty difficult to identify them from the 400 plus posts I’ve compiled in the last four years.
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Salespeople and the Momentum Factor
- August 28, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Momentum seems to be a force when it comes to sales performance. When Bob gets on a roll, new opportunities fill the pipeline, move along fairly quickly and close at the first opportunity…until the momentum changes. When Bob goes on vacation, gets distracted, becomes busy with deliverables or gets sick, it’s a whole different Bob. Suddenly the new opportunities are hard to come by, existing opportunities languish in the pipeline or worse, are removed from the pipeline.
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Sales Management – Most Important Functions in the Sales Process
- July 8, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
As you can see, coaching, albeit different coaching , is required for each base. Motivation is most important for getting your salespeople to first base while pipeline management and accountability are crucial along the way.
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Misleading Sales Numbers Part 2
- June 15, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Big numbers don’t impress me. How come the salesperson who always reports 40 dials, 10 conversations and 3 appointments never seems to have any meetings and never seems to be adding anything to the pipeline?
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Selling Processes are Dead Part II
- April 18, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
First, before you read on, you’ll need to read this post.
Next you’ll need to read Geoffrey James rebuttal post.
I apologize to Geoffrey James for making the assumption that he is not an expert on the subject of sales. My research failed to turn up anything other than his blog and I’m very sorry that I did not conduct a more thorough research effort.
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Making it Easy for Salespeople to Succeed
- November 6, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Our four-year old son asked me to play baseball with him today, a beautiful, calm, but chilly fall day. He couldn’t find the oversized whiffle ball that I used to pitch to him all summer so we used a significantly smaller, regulation size rubber ball. I told him it might take a little while to get used to the smaller ball and he would have to watch it very closely.
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Using the Assessment without the Process
- September 15, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The assessment accurately identified their top two candidates and they questioned the assessment? After a whopping sample size of 14? And they chose to stick by the recruiter who somehow managed to weed out 1,986 candidates prior to the 14 they assessed?
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The Emerging Boy, The Lingering Toddler – Salespeople are Still Like Children
- July 14, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Would you like to know why your salespeople don’t become stronger more quickly? Why they don’t change? Whether there’s hope? How much they can improve? What it will take?