Search Results
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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.
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Sales Leadership – 6th of the 10 Kurlan Sales Management Functions
- November 19, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Sales Leadership includes but is not limited to:
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Sales and Sales Leadership Lessons from Lou Piniella and the Umpire
- June 23, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Last night on the MLB Network, I heard Don Denkinger, a former major league baseball umpire, tell a very funny story about former Yankee player and current Cubs manager Lou Piniella.
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Why Salespeople Skip the Sales Process (And How It’s Killing Your Revenue)
- May 19, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Planting a fruit tree requires five simple steps in the right order—mess it up, and you’re left with dirt. Sales is no different, yet only 34% of salespeople follow a structured process. From mistaking methodologies for processes to winging it, discover why salespeople ditch the roadmap and how a proper sales process can boost revenue by 20%.
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The Biblical Sales Force Part 5 – Consequences and Some Baseball
- April 24, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There are differences between the laws in Deuteronomy and the requirements in the strategic plan, with the major difference being consequences. God’s remedy for many crimes was getting stoned to death, while leadership’s remedy for failing the requirements in the strategic plan is to ignore the crime. Sell another day versus Death.
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My Key to Building a Strong, Sustainable, Sales Pipeline
- April 16, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Building a strong, sustainable pipeline requires not only commitment and discipline from salespeople, it also requires commitment and discipline from their sales leaders who cannot allow them to give up, give in, or take short cuts. While excellence involves advanced sales training skills, extended practice sessions and coaching, the desire to improve is the most important element.
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Executive Leadership is the Key to a Lasting and Successful Sales Transformation
- April 6, 2025
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
A customized and optimized sales process should be a tipping point but most companies screw up the opportunity by believing that after the introduction to the sales team they are done. Unfortunately, it is only the beginning, not the end, and unless there is proper governance on required changes, nothing will actually change.
Sales Transformation occurs with Sales Process, but only when there is Governance on the associated requirements.
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Use a Custom Sales Process to Increase Sales by More Than 28%
- April 3, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I could wax poetically about the many benefits of a sales process/scorecard that meets the requirements for sales best practices but suffice to say that with proper customization, integration into CRM, introduction to the sales team, utilization, governance and coaching in the context of your sales process by sales leadership, I can guarantee the following outcomes based on four decades of experience with such things:
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10 Rules for Successful Sales Training and Revenue Growth
- March 17, 2025
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The truth is that even the most media-rich, entertaining, engaging, memorable sales training can’t come close to holding people’s attention when compared to a series like “24.”
That’s why it is imperative that companies follow my top 10 rules for a successful sales training outcomes: