Search Results
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Sales and Customer Service are Just Like Steriod Use in Baseball
- February 11, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Sales is just like Steroid use in Baseball.
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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.
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The Sales Force and Similarities with Baseball
- August 26, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Leah Rust, editor of EyesOnSales, interviewed me for another Podcast, this one on the similarities between baseball and sales. It runs for only 7:23.
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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?
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Another Connection Between Sales and Baseball
- September 7, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You have to make sure your salespeople are prepared for those situations. Do you coach them so that when the opportunity presents itself they’re able to capitalize on it? That’s the essence of your role as their sales manager!
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Hiring Salespeople is Like Signing Free Agent Baseball Players
- June 19, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It may be a one call close, the need to call on the CEO, the amount of money your salespeople must ask for, the number of competitors, or a host of other factors. A strong candidate has already had success selling with those challenges.
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Baseball and Sales Management by the Numbers
- June 11, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Some salespeople don’t appear at the top of their company’s charts because they are new, don’t have the best territories or are starting territories from scratch, may be great performers, doing all the right things on a daily basis, but don’t get the recognition they deserve.
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Reasons Why Prospects Don’t Buy
- April 20, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Regardless of the reasons your salespeople didn’t get the sale, the issues listed above could have all been dealt with earlier in the selling process. Your job, should you decide to accept a true sales management assignment, is to make sure your salespeople recognize these issues before presenting or proposing a solution.
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How I Learned I am a Sales Consulting Imposter
- November 11, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I didn’t like this candidate. He was way too cocky and aggressive, he wasn’t prepared, and he didn’t like all of my questions. I ended the call after about a minute and a half because I already knew he wasn’t going to proceed in the process. I told him that if he didn’t hear back from me by the end of business on the following day, then he didn’t make it to the next round (an interview with me).
Considering the findings on his OMG assessment, imagine what could happen if he felt rejected from the way I ended the call, and when he didn’t get the follow up call the next day. Consider how his lack of patience, along with not being a relationship builder and not needing to be liked, could manifest.
Did you imagine what could happen?
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Could Lost Deals Correlate with Sales Success?
- September 20, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I love looking for correlations and causation and we use causation to build predictive sales scorecards. Nobody closes 100% of their closable opportunities but with a properly constructed scorecard, you’ll know the opportunities on which to devote your resources, and which opportunities would be best to lose as fast as you can.