Sales Force
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Options – 7th of the 10 Kurlan Sales Competencies that are Key to Building a Sales Culture
- October 22, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This the 7th in my series on the 10 Kurlan Sales Competencies that are Key to Building a Sales Culture.
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Sales Velocity – 6th of the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture
- October 20, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is the 6th is my series of articles on the 10 Kurlan Sales Competencies That Are Key to Building a Sales Culture.
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Sales Process – 5th of the 10 Kurlan Sales Competencies for Buildling a Sales Culture
- October 18, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is the 5th in my series of The 10 Kurlan Sales Competencies That are Key to Building a Sales Culture.
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Talking – 4th of the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture
- October 14, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today, as part of my continuing series on the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture, I present:
#4 – You Can Talk – It’s Your Mind that Has to Shut Up
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3rd of the 10 Sales Competencies that are Key to Building a Sales Culture
- October 13, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I went out of order in my last post and presented #6 from my list of 10 Sales Competencies That are Key to Building Sales Cultures.
In this post I present the real #2, The Enemy is Resistance. I’ve written about this before too.
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Happy Ears – 2nd of the 10 Sales Competencies That Are Key to Building a Sales Culture
- October 9, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This article focuses our attention on the 2nd of the 10 Sales Competencies That are Key to Building a Sales Culture.
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Customer Centric – 1st of the 10 Kurlan Sales Competencies for Building a Sales Culture
- October 7, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
#1 – IT’S NOT ABOUT YOU!
Believe it or not, there are a lot of people in sales who mistakenly believe that the world revolves around them. If my previous sentence said “show business” instead of “sales” it would make sense but this isn’t show business.
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Top 10 Sales Competencies
- October 5, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
These aren’t the 10 sales competencies you read about and listen to all the time. No way! These 10 are hardly ever discussed, seldom, if ever written about, and the most difficult to learn. Ready?
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A Forgotten Secret of Sales Success
- October 1, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Brad Ferguson, my guest on this week’s edition of Meet the Sales Experts, shared a story about a bank he worked with. Using Objective Management Group’s Sales Force Evaluation, he identified 8 bankers that weren’t right for the business development roles they were in. After both the voluntary and involuntary turnover of 7 of them, the bank increased new business revenue by 30% from the 5 remaining bankers. What did Brad have them do? It was relatively simple, really. He had them identify and focus on specific behaviors they could measure, required them to perform specific levels of those behaviors, and held them accountable. Listen to the show to hear more.
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Putting for Eagle – Going for the Unlikely Close
- September 29, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Last year around this time, I wrote this article about how easy it is to get away from the sales process and other things you must do to achieve consistent results. In these difficult times, the one thing you can’t do is attempt to do it without systems and processes because they are about the only things you can rely on.