sales effectivnes

  • The Top 15 Sales and Sales Leadership Articles of 2019

    • December 4, 2019
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
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  • 10 Reasons Why Salespeople Hallucinate

    • May 15, 2019
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I saw something that simply wasn’t there.  A figment of my imagination.  You could even call it a hallucination.

    Salespeople frequently have hallucinations where they think there is something there, like a great opportunity, and in reality, there isn’t anything there.  Not even close.  And then there are the salespeople who don’t see an opportunity when there is actually a great one hiding in plain site.

    Let’s talk about the many reasons that these scenarios occur.

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  • Easiest Way to Assess Degree of Sales Success

    • February 13, 2018
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Recently, I published an article that introduced a way to measure sales progress by means other than conventional numbers and metrics. 

    Today, I received an email from a property leasing salesperson who had his own question about sales effectiveness.  He asked, “How do I determine if I am seeing results from me being a good salesman or if it’s from my sheer volume and what kind of selling would you say a Real Estate Salesperson uses most?”

    I explained that there are four types of sales conversations and by conducting some self-analysis you can determine whether success or failure is the result of your own effectiveness, or because of your company’s reputation, quality and features of your product or service, the timing of your conversation, or that you happen to have the lowest price.

    These are the four types of sales conversations and potential outcomes that I shared:

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