Sales Accountability
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How to Eliminate the Need for Sales Motivation, Accountability and More!
- April 10, 2017
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
What if I told you there was a way to completely eliminate the need to manage the pipeline, motivate, recruit and hold salespeople accountable? There is and I’m going to share it with you!
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How Better Accountability Causes Sales Performance to Increase
- January 4, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Sure, having goals is important, but having them in writing, with an achieve by date and a plan is exponentially more likely to have an actionable outcome than only having goals. And if you really want results, accountability is to goals as the accelerator is to the automobile. They both cause immediate action. Here’s what I mean.
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Can Salespeople Really Double Their Revenue by Solving This One Challenge?
- October 28, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
While there are several sales analogies I could point to for this turn of events, there is one in particular that is crucial if your company sells more than one product or service.
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Tighter Sales Metrics at New Year Leads to Improved Success
- January 7, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
That leads to your KPI’s (Key Performance Indicators) or metrics which drive revenue. If you collect these now via a daily huddle, that’s terrific; let’s tighten them up. If you don’t currently have your sales team calling in every morning for 10 minutes, you’re missing out on a critical piece of accountability, team-building and intelligence.
How can you tighten up your metrics?
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Controversial “Best Time” For Salespeople To Fill Their Pipeline
- June 21, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The obvious answer is to make sure that they fill the pipeline when it begins to empty or is getting close to being empty, right?
Wrong.
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Red Sox and the Sales Force – Winning and Losing is Contagious
- September 21, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Of course you can coach, train and develop SOME of the wannabes, but only if they are Committed, Motivated wannabes, that you can hold accountable.
Either way, winning is contagious and you must do everything in your power to create a winning environment where success is expected and anything less is not acceptable.
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Bad Things That Happen When You Leave it Up to Your Salespeople
- April 27, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Here are the 10 most common things that your salespeople will do when they aren’t managed effectively, or, in many cases, when they are only managed on an as needed basis.
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How to Achieve Consistency on the Sales Force
- September 7, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You probably know some salespeople who are consistent too, but unfortunately, most of them are consistently bad!
Do you feel like fixing something on your sales force today? Figure out what/who could be more consistent, determine what behaviors must change, identify something measurable, set better expectations, and drive the change home!
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How You Can Get Your Salespeople to Do What They Don’t
- July 26, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I always said to myself that if I could apply the same discipline I applied at work to my eating and my golfing I would be a thin scratch golfer. One down…
Please read this article the way I intended to write it. First, what it is not.
It is not an article about how I lost 40 pounds. Nor is it an article about why I lost 40 pounds. Instead, please read this as an article about how to get people to change.
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With Blown Call, Jim Joyce Succeeds at a Sales Core Competency
- June 3, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you’re a baseball fan, you’ve probably heard all about Jim Joyce’s horrendous call that cost Detroit Tigers pitcher Armando Galarraga a perfect game. It would have been just the 21st perfect game in Major League Baseball history. The worst part about this baseball tragedy was that the perfect game was a sure thing! There were two outs in the ninth inning when Galarraga induced a ground ball to first and everyone in the park and watching on television knew that would represent the final out of a perfect game. And that’s when Joyce became the focus of the game by calling the runner, Jason Donald, safe.