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  • Data Shows That Your Sales Team is No Different Than Your Lawn

    • November 20, 2020
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    But why do sales teams continue to fail, year after year, regardless of industry, and in every economy?  Why don’t the numbers improve?  Why don’t more salespeople jump from C’s to B’s?  From B’s to A’s?  From D’s to C’s?  The answers – and there are plenty – are evasive.  But let’s try!

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  • Top 3 Reasons Why Sales Training Doesn’t Change Your Salespeople

    • November 17, 2016
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I get asked this question a lot: “We’ve tried sales training before and it didn’t really change anything. Why didn’t it work?”

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  • Top 10 Ways to Increase Sales

    • October 3, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I’ll bet that every CEO, President, Director, VP of Sales and Sales Manager asks the “how can we increase sales?” question on a regular basis.  Do you?

    There are as many answers to this question as there are politicians running for US President in 2012.  They include but aren’t limited to:

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  • How to Interpret Sales Revenue and Economic News

    • June 13, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Perhaps the disconnect between what I see and what is being reported is simply this.  While there are some isolated geographies and industries that are doing poorly, others are doing quite well.  But when we look at the overall numbers, they just don’t provide an accurate reflection of what is actually taking place.

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  • 10 Attributes of the CEO Who Drives Sales and More

    • August 25, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    My second conversation was with an effective CEO who is completely unlike those that I described in the other article.  My good CEO has the following 10 qualities that have a positive impact on the sales force:

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  • Sales Force Lessons from Gates, Crowley and Obama

    • July 28, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    How often do customers become upset over the behavior of a salesperson, customer service rep, technician or even accounting? 

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  • The CEO Who Needed to Hire Salespeople

    • February 25, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Yesterday I spoke with a CEO who asked for some help recruiting salespeople.  It seems that the salespeople they had previously hired had failed.  As I learned more about their business, a few things became obvious to me:

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