Sales Force
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When Sales Leaders Don’t Lead With Their Strengths
- November 5, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I received a request for all of my articles to date which reference Objective Management Group’s Sales VP/Director Assessment. I conducted a quick search and found – what? None! Out of nearly 1,000 articles, I hadn’t referenced OMG’s Sales VP/Director Assessment even once! I’ll fix that right now.
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Top 16 Problems with CRM
- October 23, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today, I’ll write about solving the CRM problem. CRM is very problematic, not because there aren’t choices, but more because companies make bad decisions. Just a few of the problems with CRM are listed here:
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Controversial “Best Time” For Salespeople To Fill Their Pipeline
- June 21, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The obvious answer is to make sure that they fill the pipeline when it begins to empty or is getting close to being empty, right?
Wrong.
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The Sales Leadership Landscape – A Different Perspective
- June 13, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Sales Leaders are to Homeowners as Sales Development Experts are to Professional Landscaping Companies.
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How the Right Sales Leader Can Turn Around Sales Performance
- June 12, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What kind of people problems have you created?
How can you fix them? -
Challenges Don’t Always Require a Complete Sales Force Makeover
- April 19, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Many of the Sales Force Evaluations provided by Objective Management Group (OMG) reveal that the company’s problems run so deep that they will require a complete sales force makeover. However, it doesn’t always have to be that way. Sometimes, a single word, question or statement will change how every prospect responds.
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Some Salespeople Possess This Non Stop Sales Motivator
- July 11, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Do you have anyone on your sales force that isn’t motivated by the usual methods but may something to prove?
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What Are Sales Intangibles?
- February 16, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Once in while an individual will fall outside the normal range of assessment results. That usually means either one of two things;
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Top 10 Outcomes When Salespeople Screw Up Selling “Value Added”
- January 25, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Value Added Selling is a wonderful thing – sometimes.
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Prediction for Your Company’s Sales Force in 2011
- December 17, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
10 Sales Experts were inducted into the Top Sales Hall of Fame at yesterday’s Top Sales Awards event. They include legends, both living and deceased, like Zig Ziglar, Brian Tracey and Earl Nightingale. Current legends like Gerhard Gschwandter and Jeffrey Gitomer were honored. Others who were inducted include Keith Rosen, Bill Brooks, Linda Richardson, Neil Rackham and Dr. Tony Allasandra.