Dave Kurlan
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5 Sales Hiring Mistakes and Fake Resume Claims
- October 10, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
One of the regional sales managers asked, “What are the 5 Biggest Mistakes that Sales Managers Make When Recruiting Salespeople?”
While that question is quite easy to answer, most companies, including their recruiters, HR professionals, sales leaders and executives are guilty of some or all of the following 5 mistakes:
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Customers Love to Buy – Why Do Salespeople Struggle?
- October 2, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
So if we all love buying stuff, why do salespeople struggle so much when they try to sell stuff? Why isn’t it as friction-free as an abundance of happy buyers would suggest it should be?
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4 Reasons Why Salespeople Suck at Consultative Selling.
- September 26, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Yesterday, a sales manager I was coaching asked me to explain the difference between a great question and a tough question. I gave him the one-minute version but this article has the expanded version of that answer.
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9 Reasons Why Salespeople Lack the Urgency Necessary to Succeed
- September 25, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I coach a lot of sales leaders and their most common frustration is that they can’t understand why their salespeople don’t seem to have the same urgency as they did when they were selling.
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Why You Should Care That Sales Motivation Data Correlates Perfectly With Sales Effectiveness
- September 13, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I reviewed the data and in the table below you’ll see that extrinsic motivation is most prevalent in the top group of salespeople while altruistic motivation is most prevalent in the lowest group of salespeople.
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How to Get New Salespeople to Take Off Like a Rocket Ship
- September 7, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Most companies combine some kind of classroom training with self-directed online training, shadowing an experienced salesperson and coaching. While all of that helps to pass on important knowledge, it does little to quickly ramp up a new salesperson. What does? I’ll share that next.
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How Salespeople Must Run Stop Signs and Red Lights – Legally
- September 5, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There is one simple thing you can do each day that will dramatically improve your sales effectiveness.
But you don’t think it’s possible to do what the title says, do you?
Well, it is not only possible, it’s crucial – and not only that you do it, but that you do it often and start doing it today.
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Can Preventing Hiring Bias Benefit the Sales Hiring Process?
- August 21, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You’re hiring and you need to identify the ideal salesperson for a particular sales role and you need someone to sell enterprise solutions to the C-Suite. Aside from all of the other requirements, you’ll need to find someone who has done this before.
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How Executives Fail to Understand the Reasons for Poor Sales and Revenue Performance
- August 11, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I can tell you that once in a blue moon, after we evaluate a sales force and present our findings, a rare CEO can become defensive and react poorly to the results. When it happens, it’s usually a sign that the CEO is out of touch with the sales force. I’ll share some of the things to which they sometimes react badly:
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Great, Previously Unread Sales Research Uncovered
- August 2, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I thought I was pretty smart but I was wrong. The authors of this article are way smarter than me.