sales leadership training
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The Baseball Experience That Continues to Generate a 28% Increases in Sales
- February 10, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The challenge isn’t whether or not they’ll enjoy and benefit greatly from the training. The challenge is getting sales leaders to attend the training! There’s a little matter of ego. Most successful sales leaders have fairly large egos and while their egos helped spur them on to their current roles, now that they’re in their current roles, their egos sometimes obstruct their ability to improve, ask for help, and bring professional training into their companies. The voice in their head whispers thoughts like:
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You’re Normal and Your Sucky Salespeople are Probably Normal Too!
- September 3, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Do salespeople report up to you? Do you get frustrated with half to three quarters of them?
Is it a good day when a new opportunity is added to the pipeline? Is it a better day when they close a new piece of business? Do you wish you could double or triple the amount of activity, number of opportunities and deals that close?
Are they generally good people and you feel like they don’t deserve to be terminated? Do you like them too much to give them an ultimatum?
When you try to coach them, do you get frustrated because they say they understand but when they talk with a prospect or customer they don’t do what you coached them to do?
Do you think it’s you?
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An Easier Way to Coach Salespeople – For a While
- January 30, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
As I suggested to a pair of sales managers today, there is an intermediate step they can take. You can use the following approach to coach to any selling competency but this example helps your salespeople who need to take a more consultative approach.
This is easy – you can do this.
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Top 13 Requirements to Help You Soar as a Sales Manager
- January 17, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In my last article I shared the top 8 requirements for becoming a great salesperson. Wow, did that resonate with people and there was a great discussion about it on LinkedIn. In addition to that, I received a number of emails asking, what are the requirements for becoming a great sales manager?
I’ll share those in a moment but first, since they were so popular, a few more “do you remember the first time” questions:
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How to Achieve Short-Term Explosive Growth from your Sales Team
- September 14, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Explosive Growth. Positive Momentum. Better Morale. Greater Confidence. Improved Capabilities.
Wouldn’t you just love using those phrases to describe your sales force?
We know from the data in this article that according to Objective Management Group (OMG), sales managers who spend at least 50% of their time coaching have salespeople who are 28% more effective.
We know from OMG’s data in this article that sales managers who are effective at coaching have salespeople who are 16% more effective.
And we know from the same data that sales managers who spend at least 50% of their time coaching AND are effective at coaching have salespeople who are 49% more effective.
That’s 49% more effective!
So what would a 49% bump mean to you and your company and what will it take to get there?
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How to Eliminate the Need for Sales Motivation, Accountability and More!
- April 10, 2017
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
What if I told you there was a way to completely eliminate the need to manage the pipeline, motivate, recruit and hold salespeople accountable? There is and I’m going to share it with you!
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Why Half of the Sales Force Resigned This Month
- May 20, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There is a hidden problem that the CEO is unaware of and even the most accurate and predictive sales candidate assessment on the planet – ours – won’t overcome the issue. It’s worse than you can imagine!
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Fine Tune Your Sales Force as You Optimize Your Computer
- June 18, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I deleted about 10,000 sent items from Outlook, repaired the machine’s permissions, restarted the laptop, and it was performing to expectations again. I was excited about what I had accomplished in such a short time!
That process isn’t very different from what executives must do with an underperforming sales force.
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The Real Problem with the Sales Profession and Sales Leadership
- October 1, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In the context of best practices, the sales management role is now 50% coaching. The problem is that according to data from Objective Management Group, 82% of sales managers make very ineffective coaches. Just yesterday alone we had conversations with sales managers who:
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Sales Managers Must Make Sure That This Never Happens
- September 26, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You are driving down the highway and see an enormous truck in your side mirror. The truck is moving very fast – twice your speed – and closing in quickly. You continue to look in the mirror and because of the way your side mirror is shaped, it appears that the closer the truck gets, the more likely it seems that the truck will simply run right over you. You accelerate a little, keeping watch on that mirror and then it happens. You miss the sharp bend in the road and drive off the cliff.
This short story is the real-world equivalent to something which often occurs with your salespeople.
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