Search Results
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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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The Official 2017 List of 21 Sales Core Competencies
- March 15, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
These days, changes happen faster than ever and the same can be said about professional selling. Selling is evolving, the rules of business are changing, there is more information available on line than there was last week and sales organizations must evolve accordingly.
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How to Change a Crappy Sales Compensation Plan to a Better One
- November 3, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
First, this is simply an example – one example – and not the only way to create a sales compensation plan. However, this example will illustrate the most important component to be changed.
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What it Takes to be an Elite (Top 7%) Salesperson
- October 11, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Last week I received a call from a young, motivated salesperson – we’ll call him Jim – who desperately wanted to be one of the elite 7% of all salespeople. Despite being just 26 years old, he believed that he was already in the top 7%. During our call, he asked me a great question. He asked, “How many of the top 7% have you actually met and where are they today?” I didn’t have to think very long or hard to answer that question because it was one of the easiest questions I have ever been asked.
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HBR or OMG – Whose Criteria Really Differentiate the Top and Bottom 10% of Salespeople?
- August 22, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In their June 20, 2016 article, A Portrait of the Overperforming Salesperson, HBR identified several traits, attitudes and actions that they claim differentiate the top from bottom performers. I’ll summarize it for you below and then explain why I believe it is junk. The findings include:
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How Boomers and Millennials Differ in Sales
- May 18, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I hate this article already – the last thing we need is another article to help us to understand Millennials. Except for one thing. Most of you reading this are Millennials and you probably need to better understand boomers.
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Help is Here for Salespeople Who Find Themselves as the Underdogs
- April 28, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You or your salespeople are on a call. Is it an uphill battle? Do you feel like you need some luck to win the business? Are you up against an incumbent – and your prospect is happy with them? Are there too many competitors – and you are having trouble getting noticed? Does the prospect claim to only care about price – and you aren’t the lowest? Do they just want a proposal or a quote – and you feel like you need to provide it to them? Do you have trouble winning most of the time? Do you almost always face resistance of some kind? Is it difficult to simply get a meeting?I wrote an article for the SellingPower blog where we discuss the challenges of being an underdog. Read it to now to learn how you can outsell the big companies.
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What Percentage of Sales Managers Have the Necessary Coaching Skills?
- April 13, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Recently, I was asked to share some statistics about sales management coaching – the percentage of sales coaching skills that most Sales Managers have and the amount of time they spend. So let’s stop talking about the article and start sharing the statistics!
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Why Uncovering Pain Doesn’t Close the Sale with a CEO and the 3 Conditions You Do Need
- April 4, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I want to share 5 out of more than 100 important insights that they took away which apply equally to you too.
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Is it OK if You Lose Customers Because of the Evolution of Your Product?
- January 11, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
One of the inevitable facts of selling is that the Law of Sales is much like the Law of Gravity. “What goes up must come down” loosely translates to “Who you sell will eventually go away.” The only question is whether that will be days, weeks, months, years or decades from now.