Search Results
-
Mastering Sales and Sales Management
- February 16, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We’re talking about Mastery of things you have a passion for.
Do you and your salespeople have a passion for sales? What is the thing you do that is equal to repeated listening, watching or practicing? What do you do to know your material cold? Do you attend training as often as you attend concerts, theater or movies? Do you listen to sales training as often as you listen to music? You should be getting exposed to the artist (sales expert) at least twice monthly and listening to their recordings (archives or supplemental material) even more often. In addition, you should be practicing (role playing like our son does) at least 30 minutes per day!
-
Sales 2.0 Competencies, Changes and Myths
- December 7, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There has been much talk about Sales 2.0 yet most sales experts can’t agree on exactly what it is. But before we can even discuss Sales 2.0, I must confess that most companies have yet to get on board with good old Sales 1.x! Most companies are still selling without formalized sales processes, effective strategies and effective tactics. Most companies still have their salespeople show up, present, demo, quote and wait for the business.
-
13 Most Important Tools for Coaching Salespeople
- November 11, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is the 1st in the series of the Top 10 Kurlan Sales Management Functions.
#1 – COACHING
In its simplest form, sales coaching consists of the following two activities:
-
Talking – 4th of the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture
- October 14, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today, as part of my continuing series on the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture, I present:
#4 – You Can Talk – It’s Your Mind that Has to Shut Up
-
10 Steps to Record-Breaking Sales Revenues
- June 30, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When things loosen up (and things will loosen up) and companies and consumers both begin spending money again, you could be in for a significant windfall. You may even have some record breaking revenue months if, and it’s a big if, you have your sales force doing all of the right things, even while companies and consumers aren’t spending money.
-
Improve Sales Competencies with the Blues Brothers
- May 27, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We celebrated our son’s sixth birthday at Universal in Orlando. I’m certain that he enjoyed Spiderman, Men in Black and Jaws much more than the Blues Brothers, but it was the Blues Brothers that inspired a sales connection for me.
-
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.
-
Sales Performance – We’re Not a Commodity, We’re Different
- April 24, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
My grandfather sold cars during World War II and until he passed away in 1968. At one point he even owned an Edsel Dealership, which said more about his confidence in his selling ability than it did about his ability to make a good business decision. If you’re wondering, the selling gene skipped a generation and a half because my dad was an optometrist and I was an acute introvert for the first half of my life.