assessment
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When the Weak Economy Collides with Ineffective Salespeople
- March 26, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
As the daily stories of economic woes continue to be featured in the headlines, most companies have their own version of the current economy and its affect on them. From the perspective of the sales force, we help overhear your salespeople returning from calls with objections like:
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Sales – #1 on the CEO’s Agenda
- March 3, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This post on the Blog at IDC said the the number one agenda item for CEO’s in 2008 is sales. With a weakening, uncertain economy, that shouldn’t really surprise anyone but thanks to the researchers at IDC, now we can confirm it.
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More on Push Back from Sales Assessments
- February 29, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Yesterday’s post generated a number of emails – mostly good. But one particular question that was raised deserves a post of its own. The reader asked, “why are your assessments so black and white?” and “why isn’t more attention paid to the strengths and skills?” and “why can’t they be like other assessments which take more of a neutral position?”
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Sales Force Evaluation – How to Deal with Push Back from your Employees
- February 28, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Push back is what your salespeople give you when they receive the results of their evaluation. Push back is what you get from your sales managers when they get the results of the evaluation of their sales force. I’ve written about push back before but I need to explain why you get push back.
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Sales Force Evaluation – Times Have Changed
- February 12, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The only challenge to this is resistance. I learned from Bob Kriegel, author of three great business books, that people resist for one of four reasons:
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Can Sales Assessments Actually Predict On the Job Success?
- December 8, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Stathead was hell-bent on learning about the technical nature of how the assessment works, how it was created, how it was validated and its impact on protected minorities. While this is important, it can be very misleading. As you will read below, a test can meet all of those criteria and not help with selection at all!
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Top 10 Articles for Growing Sales
- November 28, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I thought it would be a good idea to point you to my top articles for growing sales. Some of you haven’t been reading this Blog since the beginning, and the best articles are not necessarily the most recent nor the most popular, so it’s pretty difficult to identify them from the 400 plus posts I’ve compiled in the last four years.
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ARod, Lowell and Schilling Signings Have Additional Implications for the Sales Force
- November 19, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Value as a condition is returning.
Selling value becomes more important as people become more aware of the consequences of making decisions based on price.
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Changes on the Sales Force – Bragging is Inconsistent
- November 15, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s not unusual for an executive to want to evaluate the sales force, just to see if they can do any better.
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Developing Salespeople – a Hidden Finding
- November 14, 2007
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When salespeople are thinking about what they need to do rather than just doing it (think golf lessons, tennis lessons, skiing lessons, etc. and how they affect your game), they will be emotionally involved – even when they are supposedly getting better in every other area.