Search Results
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My Turnover’s Bigger Than Your Turnover
- June 21, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
They both share the same belief in the importance of a consultative approach to selling, have a sales process, and not being order takers. They both have capable sales management. They both pay well, above the industry norm. PM turned over only 2 of 16 salespeople last year while GP turned over 5 of 12. Why such a difference?
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When Big is Bad
- May 12, 2005
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A recent discussion with a top executive from a Fortune 1000 company provided some great insight – for him – as to the difficulties that large companies face when attempting to optimize their sales organizations.