sales leadership training
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Getting Excited About New Sales Opportunities
- September 24, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Why do salespeople get more excited about big sales opportunities than they do about strong sales opportunities? I don’t know about you, but I get much more excited about an opportunity which has a strong likelihood of closing than a big one that at best has less than a 50% chance. What about you?
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Are Sales Leaders More Receptive to Training Than Salespeople?
- May 16, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When a room full of sales leaders arrive for two days of intensive training, there are many things that can and do happen. Here are ten of them:
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Why Most Companies are Struggling to Grow Revenue
- April 25, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Dan Perry, writing at Sales Benchmark Index’s Sales Force Effectiveness Blog, wrote that “The single biggest problem with sales today is sales reps are mismatched to the buyer. They think like a sales rep and not like a buyer.”
Well, Dan, I don’t agree and I have the statistics to back me up.
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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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Does Your Sales Force Look Like This?
- April 12, 2012
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
I shared just a few of the charts, graphs and tables, which we include in a sales force evaluation when we are answering common, but difficult, business questions such as:
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Sales Education – New Events, Articles and Books
- February 28, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today’s article has a collection of links to help you, your sales managers and your salespeople become more effective.
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The Latest Astonishing Findings about Sales Managers
- November 7, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This article recently appeared at SalesBenchmarkIndex.com. The number that stood out for me in their report was 83% – as in 83% of first year sales managers don’t make their number. Is that possible? Is it realistic? Is it believable? Can you explain it?
A few thoughts about that…
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Are Your Salespeople Jerks or Just Different From You?
- June 1, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Last week I conducted a 3-day Sales Leadership Intensive for a very small group. Working with a small group has advantages because everyone receives more individual attention, we can go at their pace, and spend as much time as we need to on their issues. Working with a small group also has disadvantages because their diverse learning styles tend to stand-out and can be a distraction.
For example, in last week’s group, I had:
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