Economy

  • Why Reopening the Economy Won’t Be Enough To Turn Things Around

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

    They will begin reopening the economy in three phases, but with some restrictions.  Sounds exciting, doesn’t it?  It’s sure as heck much better than what we have today, but will it work?  In this article, I’ll explain why it won’t work like they hope, and what must occur for the economy to thrive again.

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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 Steps to Record-Breaking Sales Revenues

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

    When things loosen up (and things will loosen up) and companies and consumers both begin spending money again, you could be in for a significant windfall.  You may even have some record breaking revenue months if, and it’s a big if, you have your sales force doing all of the right things, even while companies and consumers aren’t spending money.

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  • Put on Your Helmet – 3 Great Tips for Selling in This Economy

    • June 14, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    What a great interview I had with Bill Murray, Founder and CEO of Winning Incorporated, Friday on my Meet the Sales Experts Radio Show!  He was awesome.

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  • Sales Cycles and Time – Is it Running Out?

    • June 1, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    We are always focused on sales cycles.  Are they optimized?  Are they taking too long?  Can they be improved?  How many calls should they take?  Are we doing things that make the sales cycle take longer than necessary? For example, the sales cycle can be shortened in direct proportion to how high your salespeople call in the company. 

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  • What Should You Tell Your Salespeople in this Economy?

    • May 6, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    From time to time I have written about what you must do with your salespeople in this economy.  Would you like to hear what that actually sounds like?

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  • Good News Not a Substitute for Sales Force Competencies

    • April 8, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Do you want to hear something crazy?

    I’m a very prolific writer – not to say I’m a good writer, just that I post a lot. And of the dozens and dozens of posts from the last three months, would you like to guess what the LEAST read post was?

    It was the one where I wrote about signs that the economy was improving! And one of the MOST read posts was the one where I wrote about the media making the economy worse.

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  • Good News About the Economy Positively Impacts the Sales Force

    • March 31, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I often get to see things six to twelve months before they happen.  When manufacturing placed projects and orders on hold as they did last October, it’s easy to predict that it will trickle down and impact everyone else over the next six months. 

    The word from clients so far this week is that manufacturers are taking projects off of hold and releasing money – even in the automotive industry!  That too will trickle down and impact everyone else over the next six months.

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  • The Sales Force with Over Achievers That Don’t

    • March 26, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I heard about a CEO who told one of my colleagues that all of his salespeople over achieve.  In the same phone conversation he mentioned that sales are down 20%.  Can you imagine where sales would be if his salespeople under achieved?  

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  • A Call to Action for the Sales Force

    • January 21, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Al Gore has become more famous for his call to action against global warming than he ever was as Vice President of the United States.

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