Search Results
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How to Raise the Incomes of Minimum Wage Workers Without Wealth Distribution or Socialism
- June 5, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Minimum wage employees are forced into those low paying jobs and the wealthiest Americans are to blame. Why can’t low hourly wage workers seek and earn better paying jobs? Is it lack of skills? Lack of motivation? Lack of commitment? Lack of education? Lack of opportunity? Lack of training?
Why not sales? Selling is a profession that employs 16 million in the US alone and for most sales jobs, especially with today’s lack of candidates, there is a laundry list of qualifications that are NOT required:
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The New Salesenomics
- May 24, 2019
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
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The Latest Data Shows That Sales Managers Are Even Worse Than I Thought
- June 18, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today we’re diving into sales management and specifically, the Sales Management Coaching Competency. What you read will surely disappoint and shock you and might even cause you to puke in disgust.
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9 Reasons Why Salespeople Lack the Urgency Necessary to Succeed
- September 25, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I coach a lot of sales leaders and their most common frustration is that they can’t understand why their salespeople don’t seem to have the same urgency as they did when they were selling.
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What B2B Companies Must Learn from 10 Reasons Why Amazon is Destroying Retailers
- April 17, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Amazon generated almost $44 Billion in net revenue last year and it had to come from somewhere. That’s not $44 Billion that people wouldn’t have spent if not for Amazon. It’s money that people would have spent, at some retailer, probably within an hour of their home or office, but chose to buy from Amazon instead.
You may think it’s because Amazon saves them money but that isn’t necessarily true. And you may think it’s simply more convenient to order from your laptop or mobile device but that might not be the case either. I’m going to share my 10 reasons why this is happening and you might be very surprised with my conclusion at the end of the article where I provide an important warning for B2B Sellers.
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The Future of Selling – Understanding This Crucial Sales Competency is More Important Than Ever
- April 12, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Sales Motivation is one competency where the changes have been dramatic over a very short period of time and today I want to share those changes, as well as how the changes impact salespeople, sales leaders and sales organizations.
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Dissecting the #1 Sales Best Practice
- August 26, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
One company is attempting to create a compilation of best sales practices by sending out a weekly survey to sales leaders and asking them to choose from multiple choice questions what they most often do and teach. The topic changes each week. This is silly because (1) it just isn’t that simple, (2) it’s different for each selling role, each vertical, the decision makers they call on, their price points, the length of their sales cycle, and their respective competition, just to name a few. In addition, when you ask multiple choice questions like this, the answers will be so varied that there won’t be even a few, never mind a single best practice. Here is an example of what they asked this week:
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Why So Many Sales Managers are So Bad
- July 25, 2016
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
I see bad ones everywhere I look. They are not usually bad people and they might not have been bad salespeople, but they are usually so ineffective in their role as sales managers. We will discuss some of the reasons and share an example next!
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A CEO’s Guide to the Differences in Sales Leadership Roles
- June 15, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I was reviewing a sales leadership evaluation with my client, a CEO, who was a bit confused over how this was different from a sales management evaluation. He wondered, “Aren’t sales managers and sales leaders the same?”
He has a sales force that was typical of a mid-size business with a Sales VP (the sales leader), 2 sales managers, and about 15 salespeople between them. In my experience, there is a boatload of confusion over the differences between Sales Managers, Sales Directors, Sales VP’s, Regional Sales Managers, National Sales Managers, Senior Sales VP’s, Worldwide Sales VP’s, Sales Operations VP’s, Sales Enablement VP’s and Chief Revenue Officers.
Let’s attempt to explain some of the important differences between Sales Managers and the other Sales Leadership roles.
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Are These the Best Roles for Shy People in Sales?
- May 12, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I received an email inviting me to review and share an infographic on shy people in sales. Being an introvert myself, I thought it would be interesting to check it out and see if it resonated. When I finally got around to reading it, I was surprised by several things I read…and I’m sure you’ll be surprised too…