sales leadership
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Great Sales Management Advice from Football’s Greatest
- February 3, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Sales Managers could learn a thing or two from Bill Belichick! Like:
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Are You Part of the Problem with your Salespeople?
- November 15, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
One of the things I always stress with sales leadership teams is that before they can coach effectively, before they can really hold people accountable to agreed upon metrics, before they can really motivate people to perform, and before they can develop their people, they must first shape their environment. That’s the hard part. After that has been accomplished, the actual coaching, motivating, development and accountability can be enjoyable and productive because of the resulting cooperation.
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Does Inbound Marketing Deliver Good Leads for the Sales Force?
- March 1, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
At least that’s the promise. And it delivers on the promise – to a point.
People submitted their names and email addresses (and perhaps more) to receive samples, download a white paper, request more information, view a video clip, subscribe to a free trial, subscribe to a blog or newsletter, get free use of a tool, or receive some premium content. To that extent it delivers on delivering leads. B U T, are the leads any good?
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How Can Anyone Spend That Much Time on Sales Coaching?
- November 4, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
According to Objective Management Group’s considerable data, only 15% of all sales managers spend as much as 25% of their time on coaching and the time they do spend on coaching is generally ineffective. Two more statistics from OMG reveal that 18% of them shouldn’t even be in sales management, and 34% of them aren’t trainable because they lack the incentive to change. And one last statistic, a whopping 84% of sales managers just plain suck!
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Trigger Events – The Anatomy of Sales Wisdom
- June 16, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Some may call what I am describing nothing more than experience, wisdom or intuition. It doesn’t really matter what you call it, as long as your salespeople do it during every conversation.
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Sales Leadership – a Balancing Act to Achieve Compliance and Quotas
- March 11, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We covered many areas of Sales Leadership that fall under the direction of someone in Phil’s role including cultural issues, competition among sales managers, and getting an entire sales force to change. I chose to discuss the balance sales leaders must have between sharing, mandating and asking. Sounds simple.
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Sales Leadership – 6th of the 10 Kurlan Sales Management Functions
- November 19, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Sales Leadership includes but is not limited to:
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5 Ways to Motivate Your Salespeople
- July 14, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I was coaching a senior leader today and the conversation turned to motivation, specifically, how to be a better motivator.
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Top 6 Reasons Why Most Sales Training Doesn’t Work
- June 25, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you invest in sales training, especially now, you also need it to work now, not in 12 months. Why does it take so long for most sales training to make a difference and why does most sales training fail to make the difference you expect? There are a lot of possible reasons and I’ll attempt to explain them here.
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Sales and Sales Leadership Lessons from Lou Piniella and the Umpire
- June 23, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Last night on the MLB Network, I heard Don Denkinger, a former major league baseball umpire, tell a very funny story about former Yankee player and current Cubs manager Lou Piniella.