Sales Coaching
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10 Selling Scenarios When You Must Slow Down
- February 7, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Rick Porcello’s thoughts about the importance of slowing down in certain situations and focusing on the present apply to the following 10 sales and sales leadership scenarios. Slow down:
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Another Powerful Reason Why Salespeople Struggle to Become Great Sales Managers
- February 2, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We talk a lot about the mistake so many companies make when they take their best salespeople and make them sales managers. While it’s not always a mistake, the most commonly discussed reasons include:
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7 Reasons Why Salespeople Underperform and How Sales Leaders Can Coach Them Up
- January 25, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
These are smart, talented, experienced sales leaders, who work for companies with excellent reputations, great products and wonderful customers. So why does nearly every sales leader struggle with the problem of under performing salespeople? The biggest problem is that there isn’t one reason – there are many – and I’ll share them with you now.
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Top 3 Reasons Why Sales Training Doesn’t Change Your Salespeople
- November 17, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I get asked this question a lot: “We’ve tried sales training before and it didn’t really change anything. Why didn’t it work?”
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What Sales Managers Do That Make Them So Ineffective
- July 26, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Earlier this week I wrote an article on why so many sales managers are so bad. In today’s article, I’ll share what makes them so ineffective. The easiest way to explain this is to start with a baseball analogy.
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Why So Many Sales Managers are So Bad
- July 25, 2016
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
I see bad ones everywhere I look. They are not usually bad people and they might not have been bad salespeople, but they are usually so ineffective in their role as sales managers. We will discuss some of the reasons and share an example next!
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Help is Here for Salespeople Who Find Themselves as the Underdogs
- April 28, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You or your salespeople are on a call. Is it an uphill battle? Do you feel like you need some luck to win the business? Are you up against an incumbent – and your prospect is happy with them? Are there too many competitors – and you are having trouble getting noticed? Does the prospect claim to only care about price – and you aren’t the lowest? Do they just want a proposal or a quote – and you feel like you need to provide it to them? Do you have trouble winning most of the time? Do you almost always face resistance of some kind? Is it difficult to simply get a meeting?I wrote an article for the SellingPower blog where we discuss the challenges of being an underdog. Read it to now to learn how you can outsell the big companies.
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What Percentage of Sales Managers Have the Necessary Coaching Skills?
- April 13, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Recently, I was asked to share some statistics about sales management coaching – the percentage of sales coaching skills that most Sales Managers have and the amount of time they spend. So let’s stop talking about the article and start sharing the statistics!
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Top 5 Conditions For B2B Prospects to Buy Your Services
- March 15, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
So first a little baseball and then the sales analogy. A fastball hit me square in the knee today.
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Sales Performance – Stop Worrying About the Words You Say
- January 25, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When coaching, most sales managers change the words their salespeople use. “That’s not how I would say it – try this instead!” While there are a couple of key moments in the sales process where the words do actually matter, for 98% of the sales process, it’s about listening and asking appropriate questions, following the process, achieving key milestones, following the company’s general strategy and using appropriate sales tactics. It’s almost never about the actual words. For example, last week I coached a salesperson who was using all of the words the other salespeople on the team were instructed to use – but with vastly different results. I think you’ll find the coaching interesting.