Sales Force
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Kindle – Lessons Applied to the Sales Force
- February 22, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Readers who have purchased the Kindle have totally embraced that device. Some think it’s the Kindle, not online sellers, that is the biggest threat to brick and mortar book stores. Those of us who own a Kindle are reading more books, and reading them more easily and conveniently than before we had the device.
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Should Special Effects Determine If You Have the Right Salespeople?
- February 18, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When we evaluate a sales force, one of the answers we usually provide is whether or not a company has the right salespeople. Right for what?
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How Does the Secret of Happiness Affect Sales Motivation?
- February 17, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Salespeople must be happy in order to succeed but we also know that they must want more than what they have in order to be motivated. What is the balance between being happy and being dissatisfied?
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Mastering Sales and Sales Management
- February 16, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We’re talking about Mastery of things you have a passion for.
Do you and your salespeople have a passion for sales? What is the thing you do that is equal to repeated listening, watching or practicing? What do you do to know your material cold? Do you attend training as often as you attend concerts, theater or movies? Do you listen to sales training as often as you listen to music? You should be getting exposed to the artist (sales expert) at least twice monthly and listening to their recordings (archives or supplemental material) even more often. In addition, you should be practicing (role playing like our son does) at least 30 minutes per day!
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Sales 3.0 – Time to Upgrade Your Sales Force?
- February 12, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you find yourself having to compromise on your growth goals – I want to grow 30% but it isn’t realistic so I’ll settle for 8% – it’s time to upgrade.
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Why Was the Sales Forecast So Unreliable?
- February 11, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The snow storm never happened. We got an inch – over a 12 hour period – and the state shut down for nothing. And it’s not like we can’t handle a snow storm here in New England. We can handle anything! They just blew it. How was this forecast similar to the sales forecast?
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Why You Should be Scared When Your Salespeople are Closing Sales
- February 10, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Most senior executives get excited when a lot of business starts to close all in a fairly short period of time. They think:
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6 Steps to Sales Mastery – How to Get Salespeople to Sell More
- February 4, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Salespeople must evolve through six levels of development before they can consistently and successfully execute any process, concept, strategy or tactic they are trained and coached to perform. The six levels are:
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Your Salespeople Can’t Even Do That?
- February 3, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The biggest concern is that the VP/Sales Manager should have known about and solved this problem the first week it was an issue – months ago – right after the salespeople began with the company.
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The Difference Between Selling to Negotiators and Price Shoppers
- February 2, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Salespeople often confuse the prospect who needs to negotiate with one who must have the lowest price and as Michael says so often in his article, nothing could be further from the truth.