Search Results
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The Best Salespeople are 2733% More Likely to Have This Than the Worst Salespeople
- July 11, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
86% of all salespeople have beliefs that don’t support ideal sales outcomes. That’s important because beliefs influence behavior, and appropriate sales behavior drives results. Think about sales process, sales methodology, sales strategy and sales tactics. Salespeople who have the ability to execute those four elements of success are less dependent on their knowledge of selling than what they believe. While most salespeople have self-limiting beliefs, it should not surprise you that only 18% of the elite salespeople – the top 5% – have self-limiting beliefs. But it drops off rapidly from there. Below I have listed the percentage of salespeople with self-limiting Beliefs by performance levels.
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How to Transform Your Sales Pipeline Today
- July 8, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Flower gardens can be large, colorful, impressive and calming to look at. Unfortunately, most sales pipelines are full of weeds, not large enough, and certainly not impressive. From its evaluations and assessments of 1,875,978 salespeople, Objective Management Group (OMG) has found that only 46% of all salespeople maintain a full pipeline. It breaks down as follows:
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Win a Free Coaching Call with Dave Kurlan and 4 More Prizes
- June 12, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
By the middle of June each year, we tend to know who the best of the best are. Super Bowl Champion, NBA Champion, Stanley Cup Winner, Masters Winner, and in baseball, MLB all-stars are being selected. It’s as good a time as any to recognize the best readers of Understanding the Sales Force!
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The New Salesenomics
- May 24, 2019
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
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What to Do with the Salespeople Who Become Your Biggest Problem
- May 3, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I coach a lot of sales managers and sales leaders and when I ask them what they want help with today, it’s rarely a big opportunity, it’s seldom coaching best practices, it’s hardly ever targeted metrics for their team, and it’s almost unheard of for them to request that I help them improve as sales managers, Oh no. They almost always want help with their biggest problem child.
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The 21-Day Solution for the Toughest Sales Weaknesses
- April 5, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I wrote a popular article called, How the Rubber Band Sabotages Sales Performance. That article discussed six competencies specific to Sales DNA and the impact those six have on performance when they appear as weaknesses. At the end of last week’s article, I promised to introduce a solution to you within a week and true to my promise, the solution follows.
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How the Rubber Band Sabotages Sales Performance
- April 1, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I have written many articles about Sales DNA, the combination of strengths that support sales process, sales strategy and sales tactics; or, when it appears as a weakness and sabotages ones ability to execute.
Unlike strategies and tactics, where you can learn and apply them, improving your Sales DNA requires much more effort and time.
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An Easier Way to Coach Salespeople – For a While
- January 30, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
As I suggested to a pair of sales managers today, there is an intermediate step they can take. You can use the following approach to coach to any selling competency but this example helps your salespeople who need to take a more consultative approach.
This is easy – you can do this.
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Top 13 Requirements to Help You Soar as a Sales Manager
- January 17, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In my last article I shared the top 8 requirements for becoming a great salesperson. Wow, did that resonate with people and there was a great discussion about it on LinkedIn. In addition to that, I received a number of emails asking, what are the requirements for becoming a great sales manager?
I’ll share those in a moment but first, since they were so popular, a few more “do you remember the first time” questions:
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The Top 8 Requirements for Becoming a Great Salesperson
- January 14, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Do you remember the moment you became a Salesperson? Not a presenter, Not an order taker, but a true consultative sales professional?
Here are some guidelines to identify the moment you turned professional.