Search Results
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Recruiting – 4th of the 10 Kurlan Sales Management Functions
- November 16, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You must use an assessment – not just any assessment, but a world class, sales specific, predictive, customized assessment that will consistently identify people that will be top performers for you, in your business, calling into your market, with your pricing model and competition.
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Accountability – 2nd of the 10 Kurlan Sales Management Functions
- November 12, 2009
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
This is the 2nd in the series of the Top 10 Kurlan Sales Management Functions.
#1 – ACCOUNTABILITY
In its simplest form, sales accountability consists of the following:
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Comparison of Sales, Personality and Behavioral Styles Assessments
- October 30, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is my article series on sales assessments. There are some incredible, demystifying, myth-busting exposes in the following articles. Enjoy!
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Options – 7th of the 10 Kurlan Sales Competencies that are Key to Building a Sales Culture
- October 22, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This the 7th in my series on the 10 Kurlan Sales Competencies that are Key to Building a Sales Culture.
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Sales Process – 5th of the 10 Kurlan Sales Competencies for Buildling a Sales Culture
- October 18, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is the 5th in my series of The 10 Kurlan Sales Competencies That are Key to Building a Sales Culture.
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4th of the 10 Kurlan Sales Competencies for Buildling a Sales Culture
- October 18, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is the 5th in my series of The 10 Kurlan Sales Competencies That are Key to Building a Sales Culture.
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What We Think about Sales Motivation is All Wrong
- September 16, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Arno was kind enough to point my attention to this great video presentation from Dan Pink on the science of motivation.
Dan uses science, examples and case histories to tell us that almost everything we thought about motivation is wrong….or is it?
He never mentioned sales, selling, the sales force and salespeople specifically, but we do know that he said this:
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Top Producers, Top Salespeople, or Good Account Managers?
- August 27, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today I received an email from Selling Power promoting their latest webinar, The Hunter/Farmer Paradigm is Dead.
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Hire the Best Salespeople on the Planet
- May 28, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Several months ago Objective Management Group began to identify hirable candidates that are ideal – they will ramp-up more quickly than a normal hirable candidate. A normal candidate should ramp up according to this formula I devised many years ago:
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How Many Salespeople Shouldn’t be in Sales?
- May 8, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Our certified sales development expert in Singapore, Ray Bigger, of Think8, asked if we had data on what percentage of salespeople should be considered for a different role. Of course we do, Ray!