Sales Coaching
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Terrific New Sales Management Book
- October 3, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
My colleague, Steven Rosen, has published a new Sales Management Book which you should read. It’s called 52 Sales Management Tips and it’s the kind of book that you can read in less than an hour! Each page has a very useful tip, every tip is consistent with what you read here three times most weeks, and every tip is time-tested and proven.
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The Importance of Positive Sales Attitude – A Tribute to a Friend
- October 1, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It just reinforced my belief that when you have salespeople who aren’t positive or kind, who complain or make excuses, or who lower your energy level or that of others, it is crucial that you replace them. It is addition by subtraction and you must be more concerned with the energy level than with replacing the production of those who are terminated.
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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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Developing Top Performers – How to Turn Salespeople into A-Players
- August 13, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The new salespeople whom you hire must be exciting enough and strong enough to lead the way, infusing the sales force with new energy, becoming new role models and causing others to follow their lead or be left behind.
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Keys to Successful Sales Negotiations
- August 1, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In the United States, Major League Baseball’s trading deadline passed today with some noteworthy moves by teams other than my Boston Red Sox. Aside from my disappointment that the Red Sox failed to make an impact trade to help the team, I recognized something else…
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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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Are (Lack of) Results Due to the Salesperson or the Company?
- July 9, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Whether your salespeople are underperforming or doing well, are they responsible or is it your company, culture, advertising or offerings that’s responsible?
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Effective Selling Can’t Occur Until Salespeople Perfect This
- June 20, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In today’s article, we discuss five examples of what salespeople must do to sell more effectively.
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How Selling is Just Like Driving a Car
- June 5, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you can make the adjustments when you are driving, then you should be able to make similar adjustments when you are selling. Those adjustments, in no particular order, include being sure that:
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10 Best Sales Force Articles That You Probably Didn’t Read (Yet)
- June 4, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ve written 930 articles for this Blog. Some, that I don’t think are particularly good, are the most popular, getting thousands of reads here, and thousands more on other sites that republish them. Others, which I think are very good and/or important, are hardly noticed, usually because of either the title, day of the week, or time of day.