Search Results
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The Difference Between Salespeople and Account Managers
- June 27, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We were also asked to be judges in the Central Mass Sales Awards contest. This morning, I personally reviewed several dozen applications, some of which were very worthy of consideration. Yet I repeatedly saw some of the same patterns in the nomination applications as I see when Objective Management Group evaluates sales forces.
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Golf Nuts and Commitment to Sales Success
- October 10, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Based on my research data of more than 300,000 salespeople, it’s evident that no more than 6% of the sales population is so motivated as to get coached, attend seminars, watch videos, read books and practice every day.
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Myths About Top Performing Salespeople
- February 28, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Most companies have “them”. Most managers brag about “them”. Most of “them” toot their own horns. Most are their company’s role models. Most companies would love to have more like “them”. They masquerade as the top salespeople in their companies, a claim supported by data, spreadsheets, commission statements, awards and accolades. But who are they really?
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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.