sales management training
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The Baseball Experience That Continues to Generate a 28% Increases in Sales
- February 10, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The challenge isn’t whether or not they’ll enjoy and benefit greatly from the training. The challenge is getting sales leaders to attend the training! There’s a little matter of ego. Most successful sales leaders have fairly large egos and while their egos helped spur them on to their current roles, now that they’re in their current roles, their egos sometimes obstruct their ability to improve, ask for help, and bring professional training into their companies. The voice in their head whispers thoughts like:
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Are Sales Managers Coaching More Frequently Now That Everyone is at Their Desks?
- January 14, 2021
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We know how sales managers were doing before the pandemic. It wasn’t very good and I wrote about it in November which had data for the last 10 years. What do you think would be different if I filtered the data to show only the last six months of 2020, the time during which sales managers should have already made changes? Do you think it got better, worse, or stayed the same?
Let’s find out.
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You’re Normal and Your Sucky Salespeople are Probably Normal Too!
- September 3, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Do salespeople report up to you? Do you get frustrated with half to three quarters of them?
Is it a good day when a new opportunity is added to the pipeline? Is it a better day when they close a new piece of business? Do you wish you could double or triple the amount of activity, number of opportunities and deals that close?
Are they generally good people and you feel like they don’t deserve to be terminated? Do you like them too much to give them an ultimatum?
When you try to coach them, do you get frustrated because they say they understand but when they talk with a prospect or customer they don’t do what you coached them to do?
Do you think it’s you?
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An Easier Way to Coach Salespeople – For a While
- January 30, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
As I suggested to a pair of sales managers today, there is an intermediate step they can take. You can use the following approach to coach to any selling competency but this example helps your salespeople who need to take a more consultative approach.
This is easy – you can do this.
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Top 13 Requirements to Help You Soar as a Sales Manager
- January 17, 2019
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In my last article I shared the top 8 requirements for becoming a great salesperson. Wow, did that resonate with people and there was a great discussion about it on LinkedIn. In addition to that, I received a number of emails asking, what are the requirements for becoming a great sales manager?
I’ll share those in a moment but first, since they were so popular, a few more “do you remember the first time” questions:
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How to Achieve Short-Term Explosive Growth from your Sales Team
- September 14, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Explosive Growth. Positive Momentum. Better Morale. Greater Confidence. Improved Capabilities.
Wouldn’t you just love using those phrases to describe your sales force?
We know from the data in this article that according to Objective Management Group (OMG), sales managers who spend at least 50% of their time coaching have salespeople who are 28% more effective.
We know from OMG’s data in this article that sales managers who are effective at coaching have salespeople who are 16% more effective.
And we know from the same data that sales managers who spend at least 50% of their time coaching AND are effective at coaching have salespeople who are 49% more effective.
That’s 49% more effective!
So what would a 49% bump mean to you and your company and what will it take to get there?
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Glue – The Missing Element That Makes Every Sales Training Initiative Successful
- February 26, 2018
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I find that even the most seasoned and resistant of salespeople get to this point: When they realize how much more there is to selling, how much more effective they can be, how much more business they could generate, how they don’t need to have the best price, and how much easier selling can be, they become eager learners. That brings us to the question to be answered in today’s article: If most salespeople become eager learners and embrace good sales training, why don’t all companies experience equally tremendous revenue growth from sales training?
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How to Eliminate the Need for Sales Motivation, Accountability and More!
- April 10, 2017
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
What if I told you there was a way to completely eliminate the need to manage the pipeline, motivate, recruit and hold salespeople accountable? There is and I’m going to share it with you!
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Top 3 Reasons Why Sales Training Doesn’t Change Your Salespeople
- November 17, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I get asked this question a lot: “We’ve tried sales training before and it didn’t really change anything. Why didn’t it work?”
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How Coyotes are at the Heart of Sales Motivation
- April 21, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
My family lives west of Boston where it is not uncommon for us to see lots of squirrels, chipmunks, rabbits, deer, the family of foxes that live on our property, and on most nights, we hear coyotes. We usually hear them in the early morning hours, and always thought they were celebrating a kill. Recently, I did some research and learned that this is how coyotes greet each other when they are assembling before going out to hunt – before the kill! For those of you who don’t live in or alongside a forest, a group of wild coyotes usually looks and sounds just like in this 1-minute video that I found on YouTube. That got me thinking about the connection to sales motivation and more.