sales evaluation
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How Do Sales Professionals Stay Motivated?
- July 12, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The most important thing to understand is that when someone must ask how to motivate their salespeople, they may not have the right salespeople!
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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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Can Your Salespeople Sell More Effectively by Asking More Questions?
- October 22, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
By now most executives understand the role and importance of questions in the sales process.
More questions? Okay.
Better questions? Sure.
Tougher questions? Makes sense.
Questions that result in the kind of conversations that none of your competitors are having with your prospects? Sounds great.
But can your salespeople do this?
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Top 20 Requirements – How Salespeople Can be Better at Closing
- June 10, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you were to ask most executives for one thing that they would like their sales force to do better, you would likely get one of two answers:
Close
ProspectNothing wrong with those two choices – or is there?
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Sales Assessment Comparison – Objective Management Group versus Devine
- September 14, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s not often that we get to compare the assessment results of an individual that took our assessment and another. Why? Because most companies don’t use multiple assessments that report on similar findings. Notice that I said “report on” and not “look at”.
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How to Get the Entire Sales Force to Change – Now
- July 27, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Now lets discuss your company and the sales organization. What have you been afraid to change?
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Sales Are Probably Down if You’re Doing These Three Things…
- June 26, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
“When your market isn’t growing, it is not business as usual and holding your breath and hoping is not the right strategy.” This according to Casey Coffman, my guest on the most recent episode of Meet the Sales Experts. He went on to say that if you sell the same thing, to the same people, the same way that you did 16 months ago, he would be shocked if your sales aren’t down.
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Top 6 Reasons Why Most Sales Training Doesn’t Work
- June 25, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you invest in sales training, especially now, you also need it to work now, not in 12 months. Why does it take so long for most sales training to make a difference and why does most sales training fail to make the difference you expect? There are a lot of possible reasons and I’ll attempt to explain them here.
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Sales Assessment Says He’s Weak but He Made President’s Club
- June 12, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Yesterday a well meaning Sales Manager, in defense of his salesperson, asked me how a salesperson who made “Club” could possibly assess so poorly. It’s a great question with a dozen or more possible explanations. Here are some:
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How Many Salespeople Shouldn’t be in Sales?
- May 8, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Our certified sales development expert in Singapore, Ray Bigger, of Think8, asked if we had data on what percentage of salespeople should be considered for a different role. Of course we do, Ray!