sales management functions
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Who Do You Call When Your Sales Forecast is Busted?
- April 20, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When your short-term sales forecast indicates that you’ll come up short this period (month), what do you direct your salespeople to do in order to fill the gap?
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6 Steps to Sales Mastery – How to Get Salespeople to Sell More
- February 4, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Salespeople must evolve through six levels of development before they can consistently and successfully execute any process, concept, strategy or tactic they are trained and coached to perform. The six levels are:
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Top 10 Kurlan Sales Management Functions – What’s Missing?
- December 9, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I was asked a really good question yesterday. Why wasn’t the Sales Force Evaluation or the Sales Candidate Assessments part of my series on the Top 10 Kurlan Sales Management Functions?
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Sales 2.0 Competencies, Changes and Myths
- December 7, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There has been much talk about Sales 2.0 yet most sales experts can’t agree on exactly what it is. But before we can even discuss Sales 2.0, I must confess that most companies have yet to get on board with good old Sales 1.x! Most companies are still selling without formalized sales processes, effective strategies and effective tactics. Most companies still have their salespeople show up, present, demo, quote and wait for the business.
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Sales Strategy – 9th of the Top 10 Kurlan Sales Management Functions
- December 2, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is the 9th in the series of articles on my Top 10 Sales Management Functions
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Sales Systems and Processes – 8th of the 10 Kurlan Sales Management Functions
- December 1, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
the 8th in my series of the Top 10 Sales Management Functions but it is #10 on my list. Why am I going out of order?
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Relationships – 7th of the Top 10 Kurlan Sales Management Functions
- November 23, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is the 7th in my series of the Top 10 Kurlan Sales Management Functions.
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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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Sales Development – 5th of the 10 Kurlan Sales Management Functions
- November 17, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Development is the ongoing development of your salespeople. It includes – and goes beyond:
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Recruiting – 4th of the 10 Kurlan Sales Management Functions
- November 16, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You must use an assessment – not just any assessment, but a world class, sales specific, predictive, customized assessment that will consistently identify people that will be top performers for you, in your business, calling into your market, with your pricing model and competition.