Search Results
-
10 Types of Sales Advisers and How to Choose the One That’s Best For You
- October 9, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ll bet you know plenty about agreements, contracts, and legal compliance in your industry. You probably know enough about accounting, taxes and audits to get by too. And I bet you know your way around insurance, investments and real estate.
Despite all of that knowledge, I’m certain you have a great corporate attorney, corporate accountant, insurance advisers for commercial, benefits and personal lines, and a Realtor. Some of these people may even sit on your board.
Do you have a sales expert on your board? On retainer? Working with your sales team? Your sales management team? On your sales infrastructure? On compensation and incentives?
-
Sales Pipeline Can Provide Sight for Blind Executives
- October 1, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In a struggling economy, executives of sales driven companies are able to see weaknesses and shortcomings on their sales forces that they were previously either blind to or chose to ignore when the orders were coming in.
Now that these executives have sight, the question to be answered is can they invest the money to improve their revenue making machine or, is it too late because there isn’t any money left and what they see is what they get.
-
Sales Statistics That Reveal Sales Effectiveness
- September 26, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Jeff Angus, author of the Management by Baseball Blog, wrote this lengthy article in response to my Pitch Count post from last week. While Part I of his manifesto explores pitch count as it relates to injury and effectiveness, he brings up another important point. He talks about the best pitchers not learning how to win by not being expected or conditioned to finish the games they start.
-
The Sales Management Equivalent to Baseball’s Pitch Count
- September 19, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
One friend suggested I find a way to correlate pitch count to sales.
No problem.
-
Your Sales Force – Who is Playing on Your Team?
- September 11, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What happens to your salespeople when a big deal or account they were hoping to close, counting on to close,doesn’t? What happens to them psychologically, emotionally and even physically?
-
Sales – What the Data Tells Us – The Series
- August 14, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This article series is called Sales – What the Data Tells Us. While some of the articles simply report the research and/or data, others share either my insights about the data or provide data to support my insights. Here are the articles:
-
Fear Factor for the Sales Force
- July 24, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Your Sales Team Fear Factor.
-
The Difference Between Salespeople and Account Managers
- June 27, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We were also asked to be judges in the Central Mass Sales Awards contest. This morning, I personally reviewed several dozen applications, some of which were very worthy of consideration. Yet I repeatedly saw some of the same patterns in the nomination applications as I see when Objective Management Group evaluates sales forces.
-
Improve Sales Effectiveness at the Salesperson’s Hall of Fame
- June 16, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This weekend we visited the Baseball Hall of Fame in Cooperstown NY and I was struck by a few things:
1) Why don’t we have a Hall of Fame for Salespeople? I know that companies provide awards for their own salespeople but is that limited recognition enough for those who are motivated most by recognition?
-
Maximum Smart Supports Maximum Effort for Sales Success
- June 5, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ve seen plenty of salespeople who sell smart without maximum effort and they get mediocre results. I’ve seen plenty of salespeople who put forth the maximum effort without selling smart and still perform quite well. So the clear advantage goes to the salesperson who puts forth maximum effort supported by maximum smart.