sales assessment
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Sales Assessment Findings and Cultural Differences
- October 12, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I was in Istanbul this week, speaking to nearly 250 sales and business leaders. I learned that Turkey didn’t participate in the global economic crisis as they’re simply growing all the time. My audience wondered how cultural differences affect our assessment findings and seemed quite satisfied with the explanation. I’ll repeat it here.
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Compromises in Sales Candidate Assessments Compromise Revenue
- September 19, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Experience has demonstrated that there are three areas where companies tend to compromise with sales candidate assessments and those compromises always lead to revenue shortages:
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Is a Lost Sale Better for Salespeople Than a Win?
- September 17, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This got me thinking about sales and whether the same reactions to wins and losses in sports held true for wins and losses in selling. There is a huge difference between sports and selling:
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Targeting Sales Opportunities – The Hidden Truth
- September 10, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We frequently discuss reasons why salespeople fail, the differences between successful and unsuccessful salespeople, and scenarios where salespeople make good versus bad choices. Those aren’t the only topics which separate good selling from bad. Salespeople make other decisions which impact the likelihood for success and today’s article takes a look at one of those.
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2 Keys to Selling Success from Ann Romney and Chris Christie
- August 29, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I have been delivering that message for more than 20 years, not to citizens who must vote for a candidate, but to sales leadership, sales management and salespeople who let their need for approval – their need to be liked – interfere with every facet of what they do.
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6 Keys to Make All Sales Calls Easy Sales Calls
- August 28, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Your salespeople can have more easy calls, but you’ll have to change up a few things.
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Why Your Lowest Price Can Be a Barrier to Closing Sales
- August 2, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s not about prices, presentations or building value; it’s about putting prices in the context of what those prices will buy. Compare the two examples above and you’ll see both the answer and the obstacle. The answer is the context.
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The Unusual Case of Arturo – How He Sabotaged His Own Sales
- July 26, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Solving the problem was actually quite easy. I explained to Arturo that his prospects were wondering, “If he doesn’t follow up when he is trying to get the business, what kind of follow-up will I get after he has the business? He doesn’t appear to care very much or be very reliable, so I don’t think I will buy from him.”
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What Leads to Salespeople Underperforming?
- July 16, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Doesn’t it drive you mad when terrific, yet underperforming salespeople, take time off for their car to be serviced, to bring their pets to the vet, to spend time with visiting family members, to work out of the house, when they feel under the weather, to meet a with a contractor, for the dentist, for their annual physical, etc? Take a vacation – no problem – but if you’re not on vacation, then work for crying out loud!
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How Do Sales Professionals Stay Motivated?
- July 12, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The most important thing to understand is that when someone must ask how to motivate their salespeople, they may not have the right salespeople!