revenue
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Expectations, Revisions, and Excuses on the Sales Team
- September 9, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Nothing frustrates a CEO more than when the monthly numbers are not met. The government is doing it too. We saw the goal posts being moved almost daily during the pandemic. The news tells us what to expect for the monthly, quarterly and annual reports on Cost of Living, Inflation, Interest Rates, Illegal Immigration, and Jobs. Then the “actual” numbers are reported, followed by huge revisions to what was reported a few months later.
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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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The Ignorance Factor and Achieving Your Company’s Revenue Goals
- February 1, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What do the 12 sales consultants and trainers and 4 new clients have in common with Michael Oher?
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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.