sales management
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Does Your Sales Force Have Asthma?
- September 23, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Both of my parents had Asthma so wouldn’t you think that when I described the sensations to them – my inability to breathe, the burning sensation, and huge fear, they would have recognized the symptoms? They didn’t want me to have Asthma, they didnt’ think I could have Asthma, they didn’t connect the dots to conclude it was Asthma and they didn’t send me to a doctor. They were in denial.
The same thing happens with your sales force.
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Effective Sales Models
- September 15, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I wrote this article about the difference between sales process and sales methodology. In addition to those two sales infrastructure components, companies should have a sales model. How is the model different from the other two key components of an effective sales organization?
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Stalled Sales Opportunities: When Your Prospect is Hiding
- September 13, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This happens to every single salesperson on the planet engaged in a sales cycle of longer than one call.
“My prospect won’t return my calls”.
“I can’t get my prospect to the phone”.
“My prospect is ignoring me”.
Those of us who train, coach or mentor salespeople probably hear one of those three even more often than “I’m having trouble scheduling appointments.” What should you do when it happens to you or your salespeople?
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What Does Sales Longevity Really Mean?
- September 9, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Objective Management Group has included the Sales Longevity Finding for about a year and clients still ask, “What does it really mean?”
It’s really 3 things:
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You Lost the Sale – What Should Your Salespeople Do Next?
- August 25, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I get tremendous satisfaction from helping companies evaluate their sales forces, develop and optimize their processes, improve efficiencies, train and coach their teams, select great salespeople and increase revenue and profit. But I LOVE to sell. Agassi hated tennis yet still mastered the sport to become #1 in the world! You can learn a lot from an example like that!
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How to Add Value to Your Sales Offering
- August 17, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We often discuss the importance of adding value as well as how to sell and build value. Last week I was asked if I could provide an example of what added value could be.
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Top 10 Criteria for a Qualified Sales Presentation
- August 17, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Salespeople should not be allowed to present until their prospects have yielded the right of way. Where intelligent pedestrians qualify the opportunity to cross, intelligent salespeople qualify the opportunity to present.
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Top 10 Reasons for Roller Coaster Sales Performance
- August 11, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We know why the market goes up and down – in hindsight – but we can never predict when. Do we know why sales performance bounces up and down? Here are my ten reasons for inconsistent sales performance:
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Top 10 Keys to an Effective Sales Hiring Process
- August 11, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There are many keys to making the the sales hiring process work effectively yet most companies fail to get these keys right. Some of them are obvious, while some are more subtle. And most of all, the integrity, or in this case, the outcome of the process is only as strong as the weakest link. Ignore or fail to complete any one step the way it is designed and the entire outcome will be in jeopardy, as in, another salesperson that fails to launch, doesn’t meet expectations, or succeeds at being utterly mediocre.
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Busy Salespeople are Lazy Salespeople
- August 8, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Things aren’t always what they seem with your salespeople. Sometimes, the busier they are, the less they are doing! I had several conversations in the past week that explain my opening comment.