Search Results
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Sales, Sales Force, Salesperson, Sales Call – More Death
- August 12, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I can’t keep writing about this. It’s off topic. But it’s driving me nuts. The impending death of the sales call, the sales force and the salesperson is not only exaggerated, it’s a big lie.
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CRM – The Frontier Less Traveled
- July 24, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
CRM should be a no-brainer. That is, it should be highly evident, to even the most doubting of all Thomases, that being able to display the following information is not only helpful, but necessary.
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Lights Out Sales Performance
- June 6, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Don’t let your salespeople behave like government employees. Make them take some responsibility or tell them they can go and work for the government where their behavior will be appreciated.
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First Impressions
- June 3, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Management must do a better job reviewing what is said by their salespeople to ensure consistency, impact, the integrity of the value proposition and revenue. Be sure your messaging is consistent!
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Lost Sales Analysis Tool
- April 25, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Paul DiModica is one of the forward sales thinkers I like and he has a weekly sales newsletter called BDM News. He recently wrote about his Lost Sales Analysis Tool which is a formula for calculating sales rep contribution rather than sales rep revenue.
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Not Closing Sales – Sales Management Problem Solving Strategies
- April 7, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When some of your salespeople aren’t closing sales of certain products or services what does it mean? First it helps to identify the possible causes:
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Losing Customers – Who is to Blame?
- March 8, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Most companies experience losing important customers or clients at some point in time and statistics can certainly support a claim that you can’t keep every customer happy. But it’s that justification that usually hides the real problem, a problem that can duplicate itself again and again.
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Sales and Sales Management – Ideas for Growth
- January 27, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today I was asked about the difference between sales training and sales development. They are the same except for one ENORMOUS difference. Sales training takes place in the classroom and is often difficult to apply and put into practice. Sales Development takes place throughout the sales organization from the top executives down through the most junior of salespeople. While sales training is a component of sales development, some of the components that are even more important include:
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How Are Assessments Used
- November 15, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Since I am an expert on assessments, I get asked to assess the assessments that are out there on a regular basis. Most assessments are quite good as long as they are used as intended. However, users, motivated by marketing and salespeople, are often lured into using an otherwise good assessment in an inappropriate way. This compromises the value of the assessment that now fails to provide the in-depth information, answers and actions that a more appropriate tool would give.
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Embracing Assessments
- September 27, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A sales VP from a Fortune 500 company asked what it takes for a company to embrace assessments when the company’s culture was not to use “such things.” Surely, there are some assessments that do fall into the category of “such things” but let us first separate the assessment into two categories: Pre-employment, where most of them fit, and diagnostic, where most don’t fit well unless someone learns how to connect dots that can’t be connected.