sales KPI

  • Should a Salesperson be Punished after a Huge Sale?

    • May 4, 2015
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    My wife and I watched with a combination of fascination, sadness and shock as the coach of our son’s 12 and under AAU baseball team made them run suicides after the double header they won on Saturday, and again after the double header they won on Sunday.  Why would he punish them after winning four games this weekend?  And how does this apply to sales?  You’ll be amazed by what you read.

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  • Can You Improve a Kick-Ass Sales Force?

    • September 11, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    If you are reading this, and your company matches up with any one of my criteria for underdogs, then you couldn’t possibly get away with what Hubspot can get away with.  You must have strong hunters who are adept at overcoming resistance, can differentiate by selling consultatively, and ask the kinds of questions that develop respect, allowing prospects to open their mind to the possibility that you can help.

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