Sales Accountability

  • Timid Sales Managers Fearful of Confronting Salespeople

    • November 21, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Now how do you feel about ultimatums?

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  • Ultimatums for the Salesforce – Do They Work?

    • November 19, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Suppose you deliver an ultimatum to a salesperson…

    Suppose you deliver it to the entire sales force…

    How would you expect them to react?

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  • Stimulate the Economy – Get Your Salespeople Selling!

    • November 12, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I was interviewed on two different radio shows today.  Jim Lobaito interviewed me about the impact that the economy is having on sales on his weekly business show and David Leopold interviewed me for his live Internet radio show, Let’s Talk Small Business.

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  • Sales Pipeline Can Provide Sight for Blind Executives

    • October 1, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    In a struggling economy, executives of sales driven companies are able to see weaknesses and shortcomings on their sales forces that they were previously either blind to or chose to ignore when the orders were coming in.

    Now that these executives have sight, the question to be answered is can they invest the money to improve their revenue making machine or, is it too late because there isn’t any money left and what they see is what they get.

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  • The Sales Management Equivalent to Baseball’s Pitch Count

    • September 19, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    One friend suggested I find a way to correlate pitch count to sales.

    No problem.

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