Search Results

  • The Correlation Between the Findings and Performance

    • July 28, 2006
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The only suitable measures are to correlate performance to the hiring recommendation using the manager’s measure of success – whether the salesperson is meeting or exceeding expectations, however different they may be from company to company, industry to industry, group to group and position to position.

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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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  • Sales Management Woes – Depression over Impression

    • April 27, 2006
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    You want all of your salespeople to make a good first impression but even more, you want them to make a lasting impression. It’s difficult, if not impossible to recover from a bad first impression but what happens when your salespeople are making a less than impressive lasting impression?

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  • When Enough Isn’t Enough

    • June 11, 2005
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    One client finally heeded some advice they hadn’t responded to for several years. They finally decided to replace 90% of their underperforming independent reps with direct salespeople. They certainly thought it through for a long enough time, considering the implications to the remaining reps, salespeople, customers and employees; programs, applications, legacy knowledge and costs. So on some magical day this year a transition will take place and the company will usher in the new era of performance and accountability. Or so it seems.

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