Sales Coaching
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New Competency Has 10 Attributes for Post 2024 Sales Success
- November 18, 2024
- Posted by: Dave Kurlan
- Categories: Uncategorized, Understanding the Sales Force
The problem is not that prospects and customers expect you to lie, the problem is that they wonder if you are being truthful, especially when it sounds too good to be true or they believe you are telling them what they want to hear.
Thank God that Larry Levine wrote and published Selling in a Post Trust World earlier this year! That’s a book that will help you adapt to these changing times. Another book that will have you selling more and selling with integrity is my timeless book, Baseline Selling-How to Become a Sales Superstar.
In addition to the 21 Sales Core Competencies that are current best practices, I officially recommend the following ten, additional, post 2024 selling attributes:
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Magazine Discredits Their “Born to Sell” Article with Junk Science
- October 25, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
They identified five areas where those with genetic traits outperform others. They claim that those are:
Tailor Your Approach
Conduct a Sales Debrief
Refine Your Skills Through Practice and Experimentation
Use Data Analytics to Inform Your Decision Making
Invest in Ongoing Training and MentorshipOther than number 2 (of course we’re singling out #2 in an article that’s full of crap!), the other four are not sales or marketing specific but are simply common-sense goals for anyone interested in self-improvement.
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My Latest Sales Epiphany From Watching Playoff Baseball
- October 20, 2024
- Posted by: Dave Kurlan
- Categories: Uncategorized, Understanding the Sales Force
And that’s when it hit me as if I was hit in the face by a 95 MPH fastball.
My fears are exclusive to the Red Sox and not to any other team – even if I am rooting for the other team! This is huge! And because this is my brain, this is actually about sales, not baseball!
Is it fair to believe that a Sales Leader wants his salesperson to succeed with a big, important sales opportunity as much as I would want the Red Sox relief pitcher to succeed in a big, important game?
If your answer is yes, we have a problem.
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The Biblical Sales Force Part 2 – On Boarding and Coaching Salespeople
- October 14, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
As I wrote in September, I’m reading the Bible from beginning to end for the first time. In my first article using an analogy from the Bible, I wrote about scaling, hiring and firing salespeople, based on what I read in Genesis. Today’s article is about on boarding and coaching salespeople, and is an analogy from Exodus.
Early in Exodus, we are introduced to Moses, whose people have been slaves to Pharaoh and the Egyptians for hundreds of years. God appears to Moses and commands him to approach Pharaoh and persuade him to release the Israelites so they can freely worship their God. Moses lacks confidence in his ability to articulate the request, and questions God’s direction. He wonders if there might be someone better to handle this important assignment.
God had to build Moses’ confidence, and properly prepare him for the conversation he will have with Pharaoh. This is the equivalent to pre-call strategizing, one of several methods for coaching salespeople. God needed to provide Moses with talking points sufficient to give him gravitas with Pharaoh, so he provided Moses the God-like ability to turn his brother Aaron’s staff into a snake. We accomplish the same thing when we prepare a salesperson with powerful messaging and talking points.
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7-Steps to Achieve Sales Team Excellence
- October 9, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Any company and/or executive can initiate a sales transformation, but there is one dealbreaker that can cause a sales transformation initiative to fail. But you have to see it through. You must be visible. You must lead by example. You must be engaged. You must show how important this is. You must show your commitment.
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Hydrangeas Tell the Story of Underperforming Salespeople
- September 13, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You don’t have to stand by, throw your hands in the air, become frustrated and use hope as your strategy. When did hope even become a strategy? You don’t need to terminate these underperforming salespeople and replace them with new salespeople who might not get it done. Take matters into your own hands, get the help you need to actually develop your salespeople.
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Stop the Dysfunction in the Sales Function
- June 17, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
For some reason, a plurality of executives think way too highly of their company’s sales capabilities and believe they will figure it out themselves. Egos and hurt feelings take priority over best practices, right people in the right seats, sales competencies and sales processes.
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10 Reasons Why You Can’t Outsell an Incumbent
- June 7, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When the strategy is correct, the messaging can be perfected.
When the strategy and messaging are correct, the sales process can be optimized.
When the sales process is optimized, the sales tactics will work.
Stop winging it. Stop struggling. Stop losing.
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Pump it Up for Sales Performance
- May 14, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A client has a small sales team in the northeastern US. Last week the CEO reconnected with the sales team to check if everyone was selling properly. They weren’t. The team had lost a few customers because a high pressure competitor was stealing their accounts. He initially thought there was a problem with the connections between the sales team and its customers but it was actually a gap in the sales team’s selling skills. The sales team was rusty, having rested on their laurels for years, and the lack of initiative to replace clients they had lost was glaring.
Of course the drama with the sales team could have been avoided and the CEO could have replaced and upgraded the team from the start if he had done these five things:
asked us to evaluate the sales team
checked the pipeline to make sure opportunities were being added
considered the degree to which they underperformed last year
remembered that he had to intervene on a daily basis last year to keep the team motivated
recalled that the team was getting old -
Use Sales Scorecards Because People are Fickle
- April 24, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A properly constructed sales scorecard objectively scores an opportunity and accurately predicts whether or not you will win the business. Not to be confused with a marketing scorecard which scores a lead based on how closely it comes to your target customer, a sales scorecard assigns weighted points based on whether the buying conditions are consistent with those that typically result in a win.