Search Results
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One Hidden Gem in 10 Sales Management Challenges
- April 28, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You have a sales force and some of your salespeople are difficult to manage. There are varying reasons for the challenges. They could include, but aren’t limited to these 10:
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Football’s Pitch Count and its Connection to Sales Management
- April 22, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Herm Edwards, currently of ESPN and formerly the Head Coach of the Kansas City Chiefs, was interviewed on WEEI, Boston’s Sports Talk Radio station today. He said a couple of things that were quite compelling:
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What Are Reasonable Sales Management Expectations?
- March 12, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I am often asked which of the various services we provide to companies can be done in-house, by the executive team. Fair question. Answer: All of them.
So why would companies use us or others with our expertise? Answer: Because when they try to do it in-house they aren’t able to get most of it right:
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Mastering Sales and Sales Management
- February 16, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We’re talking about Mastery of things you have a passion for.
Do you and your salespeople have a passion for sales? What is the thing you do that is equal to repeated listening, watching or practicing? What do you do to know your material cold? Do you attend training as often as you attend concerts, theater or movies? Do you listen to sales training as often as you listen to music? You should be getting exposed to the artist (sales expert) at least twice monthly and listening to their recordings (archives or supplemental material) even more often. In addition, you should be practicing (role playing like our son does) at least 30 minutes per day!
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Sales Management – Eagerness vs. Resistance
- February 12, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I received more email from this week’s episode of Meet the Sales Experts than I usually get following the show. I was trying to understand what we talked about that resonated so well with listeners.
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Your Sales and Sales Management Questions Answered Part I
- December 15, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In an article last week, I provided the post to a sales competency contest. The final question in that survey asked the participants for any sales issues they needed help with. Today I’ll answer the first four of those questions below:
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Top 10 Kurlan Sales Management Functions – What’s Missing?
- December 9, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I was asked a really good question yesterday. Why wasn’t the Sales Force Evaluation or the Sales Candidate Assessments part of my series on the Top 10 Kurlan Sales Management Functions?
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Sales Tactics – 10th of the Top 10 Kurlan Sales Management Functions
- December 3, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is the 10th in my series of the Top 10 Kurlan Sales Management Functions.
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Sales Strategy – 9th of the Top 10 Kurlan Sales Management Functions
- December 2, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is the 9th in the series of articles on my Top 10 Sales Management Functions
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Sales Systems and Processes – 8th of the 10 Kurlan Sales Management Functions
- December 1, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
the 8th in my series of the Top 10 Sales Management Functions but it is #10 on my list. Why am I going out of order?