sales management functions
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The Whiners – Salespeople Who Get Your Attention
- September 8, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Prospects, Customers, Salespeople, Managers and Senior Executives are all guilty of whining.
Great Leaders, great sales managers, and great salespeople do not.
Let’s focus in on salespeople. Why do they whine? Why do they look for things to complain about?
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How to Achieve Consistency on the Sales Force
- September 7, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You probably know some salespeople who are consistent too, but unfortunately, most of them are consistently bad!
Do you feel like fixing something on your sales force today? Figure out what/who could be more consistent, determine what behaviors must change, identify something measurable, set better expectations, and drive the change home!
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Sales Coaching is Like Baseball – How do You Rate?
- August 3, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Where are you when it comes to the all important topic of Sales Coaching?
I’m in the middle of training several sales management teams on the finer points of coaching.
What’s always fascinating for me is the transition that these teams go through on their way from point A to point B.
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5 Advantages That Overcome Inequities on the Sales Force
- June 28, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There are five areas where the sales force can develop a huge advantage over its competitors:
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5 Frustrations that Derail the Sales Force
- June 17, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I write a lot about the things that frustrate Presidents, CEO’s, Sales VP’s and Salespeople. Yesterday, somebody asked what frustrates me so I attempted to tackle that question here.
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But I’m a Sales Guy! The Story of Motivation and Compensation
- June 7, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A Sales VP and his CEO were in the conference room and each time the CEO brought up a problem, we asked the Sales VP to elaborate. Each time he began with, “Well I’m a sales guy so I know this stuff…”
Yes and No.
Yes, he’s a sales guy. But no, he doesn’t know this stuff. If he knew this stuff the problems and challenges in their organization wouldn’t exist and the two of them wouldn’t be sitting in front of us in the conference room. This isn’t at all unusual either.
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What Sales Leaders Don’t Know About Ego and Empathy
- May 12, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In the past week, three people had discussions with me about recruiting salespeople and suggested that the difference between successful and unsuccessful salespeople is that effective salespeople have empathy and ego.
These people probably use personality and behavioral styles assessments too. Those assessments, always poorly adapted for sales, feature empathy and ego. There are three things you must know when it comes to salespeople and their empathy and ego.
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Anatomy of the Million Dollar Producer
- May 3, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Do you have salespeople that aren’t profitable, don’t contribute enough to overhead, won’t change what they’re doing and simply aren’t benefiting the company?
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One Hidden Gem in 10 Sales Management Challenges
- April 28, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You have a sales force and some of your salespeople are difficult to manage. There are varying reasons for the challenges. They could include, but aren’t limited to these 10:
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Football’s Pitch Count and its Connection to Sales Management
- April 22, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Herm Edwards, currently of ESPN and formerly the Head Coach of the Kansas City Chiefs, was interviewed on WEEI, Boston’s Sports Talk Radio station today. He said a couple of things that were quite compelling: