sales management seminar
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Help is Here for Salespeople Who Find Themselves as the Underdogs
- April 28, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You or your salespeople are on a call. Is it an uphill battle? Do you feel like you need some luck to win the business? Are you up against an incumbent – and your prospect is happy with them? Are there too many competitors – and you are having trouble getting noticed? Does the prospect claim to only care about price – and you aren’t the lowest? Do they just want a proposal or a quote – and you feel like you need to provide it to them? Do you have trouble winning most of the time? Do you almost always face resistance of some kind? Is it difficult to simply get a meeting?I wrote an article for the SellingPower blog where we discuss the challenges of being an underdog. Read it to now to learn how you can outsell the big companies.
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What Percentage of Sales Managers Have the Necessary Coaching Skills?
- April 13, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Recently, I was asked to share some statistics about sales management coaching – the percentage of sales coaching skills that most Sales Managers have and the amount of time they spend. So let’s stop talking about the article and start sharing the statistics!
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How You Can Increase Sales During the Summer
- June 3, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It is concert season and salespeople tend to drag out their own old and inappropriate beliefs about selling in the summer.
For one, they work much less. I understand the need for a summer vacation, but why is the summer any different from when they take their winter vacation? They return from their winter vacation and work really hard, but for some reason, before and after the summer vacation, they hardly work. That’s lazy!
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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: