prayer
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Why Most Salespeople Require More Training and Repetition
- December 12, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The people who enter sales immediately after high school or college graduation learn sales from the ground up and are better trained and prepared for what they will encounter and what they must do in those situations. However, those who make career changes and transition to sales later in their career, don’t benefit from nearly as much sales training, receiving mostly product training instead. That forces them to rely on instincts, which are not based on sales experience or wisdom, and often guide them to do what makes them comfortable, as opposed to what makes them effective.
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Was the Easter Sermon About Salespeople?
- April 1, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
As someone who for thirty-eight years has led a sales consultancy specializing in sales, sales management and sales leadership training, I can easily say the exact same things about people “who belong” to the sales profession. They should be attending at least weekly training. They should be practicing their profession as we practice our faith. They should be reading about sales. But most in the sales profession are content to sit on the sidelines, and attend training only when the company forces them to. More and more, we are seeing: