sales improvement
-
Finally! Science Reveals the Actual Impact of Sales Coaching
- September 7, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You must have heard the joke that 73.6% of statistics are made up!
I have read and even reported that sales leaders who coach their salespeople see a boost in revenue of around 27%. It sounds like a realistic number but I have not seen any science to back it up. Until now. Check this out!
-
What Would You Do? Sales Force Attempts to Maintain Status Quo
- January 6, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is what can happen when salespeople have zero concept of selling; when knowledgeable, technical people are moved into selling roles without being trained to sell; when the sales manager is more interested in selling than managing; when the president doesn’t hold the sales manager accountable; and when there isn’t a sales culture.
-
Why Do Salespeople Forget What They Learn?
- August 21, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Some salespeople are fortunate enough to get trained and/or coached. Maybe it’s an all-day seminar, not really training as much as exposure to some different thinking or approach. We don’t expect anything to change from a single day, so why should you? I went to a short game golf school for a day. It was awesome while I was there, but 4 years later, I can’t do any of the things I learned there. Comprehensive sales training (8-16 months) leads us to expect dramatic change and a significant increase in sales.
-
The Latest and Greatest in Sales Force Effectiveness
- April 24, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We have introduced our share of evaluation and assessment tools during the past 23 years, but this introduction was completely different. My team worked tirelessly for nearly an entire year on our latest gem and our Partners received it, with even more enthusiasm than we felt, when we completed the project just 48 hours earlier.
Why all the excitement?
-
Why Corporate Sales Training Often Fails to Achieve Desired Results
- May 8, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Why do you train salespeople and sales managers?
Some companies want to educate them and improve their skills. Some feel obligated to provide training while others provide training to improve results. Some do it to help their salespeople, improve morale and feel good about making it available. These are all very noble concepts, but usually achieve disappointing outcomes.
Train your salespeople to change your salespeople. Until THEY change, their beliefs, behaviors, strategies and tactics won’t change. And there’s the problem.
-
What Happens When You Develop Sales Competencies?
- April 10, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Earlier this week I wrote an article for my Baseline Selling Tips Newsletter. It was about What Sleep Apnea and Sales Improvement Have in Common. If you don’t get my Newsletter, you’ll need to read that article in order for the rest of this post to make sense.
-
Will Your Salespeople Change Behaviors to Improve Their Effectiveness?
- October 9, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Can your salespeople change? Will your salespeople change? Do you have to change in order for any of this change to take place?