Search Results
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A Sales Management Candidate Shows His True Colors
- November 8, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I only had to invest 45 seconds with a candidate that my client wouldn’t want working for him! Get the details!
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Sales Management – Most Important Functions in the Sales Process
- July 8, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
As you can see, coaching, albeit different coaching , is required for each base. Motivation is most important for getting your salespeople to first base while pipeline management and accountability are crucial along the way.
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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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CEO Alert – What’s Wrong with Your Sales Management Team
- January 25, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Yesterday, I was the keynote speaker at an Executive Luncheon, addressing around 175 CEO’s. It was a typical audience that responded in a typical way – except for a couple of them. One attendee (not a CEO) wanted to know how his large company could be more effective getting people who appeared to be a good fit to actually succeed. He also said that while they wanted to improve in that area, he wasn’t willing to change their processes, tools, sequence, management involvement, etc. Consider this analogy: You’re sick, taking medicine and the drugs aren’t working. The Doctor suggests changing meds to help you him get better and he prefers to continue using the drugs that aren’t helping. Stupid? Only if we grade him.
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10 Reasons for HR and Sales Management to Hire Winning Salespeople Using Assessments
- December 15, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There are two variables that have a huge impact on your success using an assessment in the hiring process. The first is which assessment you use. The second is where in the process you use it.
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Sales Assessment – More Accurate Than Sales Management Thinks
- December 1, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There’s a moral to this story, a lesson learned right in my own back yard. If the OMG Sales Candidate Assessment says, “Not Recommended”, do not, under any circumstances, hire the candidate.
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Rating Sales and Sales Management Performance
- September 12, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Rick Roberge, in his September 3 post on TheRainmakerMaker.com Blog, reported that most people, when asked to rate themselves for a survey, rate themselves much higher and better than they are.
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Sales and Sales Management One Liners
- June 4, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In this article, my one-liners are exactly that. MY ONE LINERS – favorite originals I challenge my audiences with. Here are my top ten:
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Sales Management Woes – Depression over Impression
- April 27, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You want all of your salespeople to make a good first impression but even more, you want them to make a lasting impression. It’s difficult, if not impossible to recover from a bad first impression but what happens when your salespeople are making a less than impressive lasting impression?
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Sales and Sales Management Advice
- April 24, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I recently discovered Joe and Mike’s Sales Roundup podcast, targeting the IT industry. You can subscribe to Sales Roundup and have each one-hour show delivered right to your desktop or handheld. It’s entertaining and packed with good advice.