sales effectiveness
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Why the Relationship is So Important to the Sales Outcome
- September 30, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Unfortunately, in order to ask those questions and have those discussions, a relationship must be established. And this is where the double edged sword comes into play. The discussion I’m talking about is a first meeting discussion. But the relationship that requires is often a 2nd or 3rd meeting relationship. So the problem I present is, how does one develop a late-stage relationship in an early stage meeting?
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What Are Reasonable Sales Management Expectations?
- March 12, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I am often asked which of the various services we provide to companies can be done in-house, by the executive team. Fair question. Answer: All of them.
So why would companies use us or others with our expertise? Answer: Because when they try to do it in-house they aren’t able to get most of it right:
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Ultimate Comparison of Top Salespeople versus Salespeople That Fail
- December 8, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you’ve been following this Blog you know I sometimes refer to the elite 5% of salespeople, the next 20% and the bottom 74%. After reading Super Freakonomics I was moved to take a new look at our data on the more than 400,000 salespeople we have assessed. Behavioral scientists would look at our data on the top 5% and report on some common findings. It might look like this:
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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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Sales Cycles and Time – Is it Running Out?
- June 1, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We are always focused on sales cycles. Are they optimized? Are they taking too long? Can they be improved? How many calls should they take? Are we doing things that make the sales cycle take longer than necessary? For example, the sales cycle can be shortened in direct proportion to how high your salespeople call in the company.
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Surprising Statistics from the Sales Force Grader
- December 22, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The actual results are even more surprising than the number of people (several hundred) that have already visited the FREE Sales Force Grader.
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Free Salesforce Grader Tool
- December 1, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
How would you like to be able to rate the effectiveness of your sales force?
How would you like to be able to rate their effectiveness and get your score instantly?
How would you like to know the 22 keys to sales force effectiveness and excellence?
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What Really Creates Sales Excellence?
- November 13, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you are like me, you’re receiving email invitations to attend webinars at the rate of 10 to 20 per day. And you’re getting the exact same invitations every single day from the exact same companies. And some of them promise the solution to all of your sales problems – sales excellence solutions. Take a look at the invitations I received today alone!
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Will Your Salespeople Change Behaviors to Improve Their Effectiveness?
- October 9, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Can your salespeople change? Will your salespeople change? Do you have to change in order for any of this change to take place?
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Sales Statistics That Reveal Sales Effectiveness
- September 26, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Jeff Angus, author of the Management by Baseball Blog, wrote this lengthy article in response to my Pitch Count post from last week. While Part I of his manifesto explores pitch count as it relates to injury and effectiveness, he brings up another important point. He talks about the best pitchers not learning how to win by not being expected or conditioned to finish the games they start.