Search Results
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Overview
- January 26, 2015
- Posted by: Kurlan & Associates, Inc.
- Categories:
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Top 10 Rules for Successfully Building a Sales Culture
- January 15, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
More and more firms that aren’t traditionally sales-driven are finding it necessary to finally build more of a sales culture. They know they need to do a better job at selling in order to deal with increasing competition, fewer call-ins, commoditization of their products and services, aging rainmakers looking at retirement, etc. Management seems to understand that they need to be more proactive bringing in business, cross-selling and up-selling. They’re saying the right words. They’re asking the right questions. But can they pull it off?
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Top 20 Reasons Why Sales Managers Suck at Coaching
- January 14, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The latest interview between Jonathan Farrington, CEO of TopSalesWorld, and me is available here.
We discussed why only 17% of all sales managers are effective at coaching and the conversation was very enlightening.
It only takes 15 minutes to listen to the entire Podcast and you won’t be disappointed.
So why aren’t more sales managers effective at coaching salespeople? Here are my top 19 reasons and I left #20 open so that you could add your two-cents worth.
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After Inbound 14 – Anatomy of a Hybrid Sales & Marketing Role
- September 22, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When speaking on the Inbound Stage at Inbound14, my topic was Hiring for the Inbound Sales Role. I asked the question, “Is this a sales or a marketing role?”
The audience desperately wanted this to be a hybrid – someone who could do both the marketing and the sales. Unfortunately, a hybrid role it is not.
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The Best Top 10 Lists for Sales and Sales Management
- May 5, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Over the years, I have written the occasional Top 5, Top 10 and Top 20 Articles and they are now in a series of their own.
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Top 20 Reasons Why Sales Managers Suck at Coaching
- April 4, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
So why aren’t more sales managers effective at coaching salespeople? Here are my top 19 reasons and I left #20 open so that you could add your two-cents worth.
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Real Live Coaching Call – Coaching a Salesperson
- February 7, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Clients who receive sales management coaching, training and development come to know what an effective sales coaching conversation sounds like. You may not be privy to that so you might find last week’s episode of Meet the Sales Experts helpful.