Sales Coaching
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Your Sales and Sales Management Questions Answered Part I
- December 15, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In an article last week, I provided the post to a sales competency contest. The final question in that survey asked the participants for any sales issues they needed help with. Today I’ll answer the first four of those questions below:
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Sales 2.0 Competencies, Changes and Myths
- December 7, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There has been much talk about Sales 2.0 yet most sales experts can’t agree on exactly what it is. But before we can even discuss Sales 2.0, I must confess that most companies have yet to get on board with good old Sales 1.x! Most companies are still selling without formalized sales processes, effective strategies and effective tactics. Most companies still have their salespeople show up, present, demo, quote and wait for the business.
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Sales Tactics – 10th of the Top 10 Kurlan Sales Management Functions
- December 3, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is the 10th in my series of the Top 10 Kurlan Sales Management Functions.
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Sales Development – 5th of the 10 Kurlan Sales Management Functions
- November 17, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Development is the ongoing development of your salespeople. It includes – and goes beyond:
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13 Most Important Tools for Coaching Salespeople
- November 11, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is the 1st in the series of the Top 10 Kurlan Sales Management Functions.
#1 – COACHING
In its simplest form, sales coaching consists of the following two activities:
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Top 25 Prerequisites for Successful Sales Training and Sales Development
- November 5, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Before an inside or outside expert can help you develop your sales force, there are at least 25 milestones that must take place or the initiative will probably fail.
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Practice – 9th of the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture
- October 26, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is the 9th in the series of articles on the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture.
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The Numbers – 8th of the 10 Kurlan Sales Competencies That Are Key to Building a Sales Culture
- October 23, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is the 8th in the series of articles based on the 10 Kurlan Sales Competencies that are Key to Building a Sales Culture.
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Happy Ears – 2nd of the 10 Sales Competencies That Are Key to Building a Sales Culture
- October 9, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This article focuses our attention on the 2nd of the 10 Sales Competencies That are Key to Building a Sales Culture.
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Do You Need Your Salespeople to Love and Respect You?
- October 5, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I was coaching a sales manager whose reps were all under performing, even though many of them have a history of achieving and over achieving during less difficult times. Many salespeople with prior success have been struggling to match their past performances. The truth is that most of them just aren’t good enough to overcome the resistance that they face right now. The question is, what percentage of those struggles are due to the ineffectiveness of the salespeople and what portion lies with the ineffectiveness of their sales manager?