sales force evaluation
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Sales Pipeline – Reality vs. What Your Salespeople Know and Think
- November 28, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What your salespeople think or believe – not a data point.
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Top 7 Things That Consultative Sellers Do
- November 14, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A small group of experts, especially those that lack this competency themselves, believe that using this competency for selling is manipulative and counters being customer-centric. They are as entitled to their opinion as I am to mine. But remember, you simply can’t argue with science, data and results.
So which competency am I referring to?
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How Can Strong Salespeople Lack Desire for Success?
- October 20, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This question is kind of funny to me.
Using Objective Management Group’s Sales Candidate Assessment, a company could assess 1,000 salespeople, understand that Lack of Desire for Success in Sales causes an automatic “Not Recommended”, and not be tempted to interview a single candidate who lacks Desire. That is until they introduce a sales candidate that they “know” into the mix.
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The Difference Between Sales Commitment and Work Ethic
- September 29, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When a sales force evaluation shows that a salesperson lacks commitment, the most likely remark we hear from management is usually, “but he has such a good work ethic!” When we ask what they mean by “work ethic”, management often say things like:
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12 Differences Between Your Salespeople and Sales Candidates
- September 28, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Salespeople that already work for you are TWICE AS LIKELY to LACK Commitment than candidates applying for sales positions at your company.
What are some of the possible reasons for this discrepancy? Here are 12:
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Does Your Sales Force Have Asthma?
- September 23, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Both of my parents had Asthma so wouldn’t you think that when I described the sensations to them – my inability to breathe, the burning sensation, and huge fear, they would have recognized the symptoms? They didn’t want me to have Asthma, they didnt’ think I could have Asthma, they didn’t connect the dots to conclude it was Asthma and they didn’t send me to a doctor. They were in denial.
The same thing happens with your sales force.
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Top 11 Reasons Why Salespeople Fail to Close Sales
- September 19, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The reason I’m bringing this up is that in most companies, when certain stages of the sales process are not being exectued as they should, executives often don’t know why. That’s one of the many reasons why we evaluate Sales Forces – to identify root causes of the known (and unknown) problems.
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What’s the Difference Between Sales Commitment and Motivation?
- September 8, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
“Which is more important in sales – commitment or motivation?”
Let’s discuss the difference first.
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Most Salespeople Suck at Selling – Is it Worse Than Ever?
- August 26, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What is your approach to get people to call you back after you have left 2 or 3 messages?”
In the past month, there have been 47 comments, one of the most popular topics I’ve seen there. Some of the replies have been on target but most are embarrassing to read. These are sales management executives and this is a “what salespeople must learn to do in their 1st week in sales” topic. Most salespeople do not have the skills to consistently get new prospects to the phone!
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Enough Already with all the Sales 2.0 Talk!
- August 24, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today, some experts are making a business out of writing about and teaching only Sales 2.0. The thing is that Sales 2.0 is not a new way to sell but it is similar to email and fax.