Dave Kurlan

  • Relationships – 7th of the Top 10 Kurlan Sales Management Functions

    • November 23, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    This is the 7th in my series of the Top 10 Kurlan Sales Management Functions.

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  • Sales Leadership – 6th of the 10 Kurlan Sales Management Functions

    • November 19, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Sales Leadership includes but is not limited to:

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  • Sales Development – 5th of the 10 Kurlan Sales Management Functions

    • November 17, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Development is the ongoing development of your salespeople.  It includes – and goes beyond:

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  • Recruiting – 4th of the 10 Kurlan Sales Management Functions

    • November 16, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    You must use an assessment – not just any assessment, but a world class, sales specific, predictive, customized assessment that will consistently identify people that will be top performers for you, in your business, calling into your market, with your pricing model and competition.

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  • Motivation – 3rd of the 10 Kurlan Sales Management Functions

    • November 13, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    There is nothing more powerful than finishing every conversation, meeting and interaction with some kind of call to action.

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  • Accountability – 2nd of the 10 Kurlan Sales Management Functions

    • November 12, 2009
    • Posted by: Kurlan & Associates, Inc.
    • Category: Understanding the Sales Force

    This is the 2nd in the series of the Top 10 Kurlan Sales Management Functions.

    #1 – ACCOUNTABILITY

    In its simplest form, sales accountability consists of the following:

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  • The Magic of the Sales Force Evaluation

    • November 9, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Companies that evaluate their sales forces benefit from the insights, predictions, and findings that come from the wealth of relevant information.  In addition to the many surprises, including problems they weren’t aware of, they learn of many opportunities too.  These opportunities appear in the form of “what ifs”, where if they make certain changes or modifications to the current people, systems, processes and strategies, they can have a major impact on revenue and profit.  Most executives view these opportunities as magic because where before there were only challenges and frustrations, they come to realize that with a different perspective they can achieve their desired growth and profit. This is pretty magical stuff!

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  • Comparison of Sales, Personality and Behavioral Styles Assessments

    • October 30, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    This is my article series on sales assessments.  There are some incredible, demystifying, myth-busting exposes in the following articles.  Enjoy!

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  • Stupid Choices in the Selection of Sales Assessments

    • October 30, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    We had a conversation with someone who was using the CPQ Assessment.  The person who was providing it to them claims it is a sales assessment but it’s a personality test marketed as a sales assessment. If you’re not familiar with my series on this then click here. They were also told that it was predictive, especially with insurance salespeople, and that they could use the same criteria for selecting their salespeople (selling a business consulting package to CEO’s) as is used for hiring life insurance salespeople.

    Yeah, right.

    Let’s compare the life insurance (LI) sale and this business consulting package sale (BCP):

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