sales management effectiveness

  • The Top 10 Sales and Sales Leadership Articles of 2022

    • December 12, 2022
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Criteria: Popularity (views) is nice but quality of content is nicer.  Likes are cool but engagement is cooler. Entertainment value counts and my opinion matters because I’m judging the articles.  In the end, I’m applying popularity, quality of the content, likes, entertainment, comments, engagement and my opinion to create this list of the top 10 articles.

    Enjoy!

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  • New Data – Are Experienced Sales Managers Better Sales Managers?

    • June 25, 2018
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Last week I wrote a revealing article which showed that Sales Managers are even worse than I thought when it comes to coaching their salespeople.  That article stimulated this great conversation on LinkedIn. 

    Following that article I dug further into the same 9,000 rows of data to look at the role that tenure and experience have on sales management effectiveness. Who do you think are more effective – newer or more experienced sales managers?

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  • Top 5 Keys to Effective Sales Coaching and Results

    • May 2, 2012
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    One confusing component of effective sales management is that great sales management skills don’t always translate into great sales results.  This phenomenon is most obvious when a company hires a terrific, new sales manager, who possesses all the desired skills, and the manager fails to have an immediate impact.  Worse, in many cases, is when the inherited salespeople rebel!  This scenario also occurs when sales managers go to seminars, watch video clips, read books or blogs, and attempt to extract specific skills and tips but don’t have the luxury of hearing them demonstrated, in context, in a real situation.  When Objective Management Group conducts a sales force evaluation, we often see that sales managers’ skills are much better than the resulting effectiveness of those skills.  Why is that?

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