Search Results
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Are Selling Processes Becoming Obsolete?
- April 10, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Geoffrey James, a freelance writer and author, but not a sales expert, has recently written about this subject and I strongly disagree with what he wrote. In his most recent post, Is Your Sales Process Obsolete?, he makes some errant assumptions about the assumptions your salespeople are making.
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Top 10 Factors for Getting Salespeople to Overachieve
- February 4, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There isn’t a single key to overachieving, so I’ll list my top 10 factors for helping salespeople overachieve. I’m sure I’ve written about each of these topics at some point in the past, but I’ll put them all together here.
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Salespeople – Vacations and the Lack of Urgency
- January 4, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Take the recent holiday for example. The successful salespeople closed a ton of business right before Christmas. The unsuccessful salespeople left a lot of business on the table in December, expecting to have giant Januaries, and today may be thinking February will be the month.
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Hauntings and Salespeople
- November 22, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You want your existing salespeople to haunt their prospects when those prospects go into hiding. That will prevent them from becoming sales ghosts that come around to haunt you!
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The Impact of Sales Training
- October 12, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The impact of sales training can be very significant. However, unless training is done the right way, you may not see any impact at all.
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Sales Role Models
- September 24, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When you hire new salespeople, who will their role models be? Should you point them to the veterans who are responsible for more revenue than anyone else? No, because they are not very good examples of what a new salesperson should do.
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Terminating Salespeople for Non Performance
- August 30, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
More than any other employees in the company, you can easily prove it when salespeople are underachievers.
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Sales and Statistics
- August 22, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If we judged Bob on sales alone we would have to give him failing grades for the 2nd quarter. If we judged him on his effort and his willingness to change and adapt, he gets an A. How do you judge your salespeople? How you do make sure that salespeople aren’t being judged by sales alone?
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The Sales Force Evaluation – Not Everyone Appreciates the Findings
- May 23, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In the May 13 post, More Hirable Sales Candidates, there were some controversial comments posted by a disgruntled sales candidate who didn’t get a job and blamed the assessment. As long as we’re on the subject of disgruntled, perhaps we should discuss the very small minority of clients who actually dislike the findings of the sales force evaluation. It happens very infrequently, only two or three times each year; but when it does, there are usually similar circumstances:
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Two Kinds of Salespeople
- May 12, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A successful serial entrepreneur who attended my seminar for CEO’s in Montreal today, suggested that there were two kinds of salespeople; those who prospected and went through the motions, only to not close, and those who asked for the business. Give me a break!