sales management
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The Complex Sale – Part 2
- May 19, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Yesterday, we discussed the elements of the complex sale and the factors that make it so challenging. I also asked whether you should you attempt to incorporate some of the elements of the complex sale in order to outsell your competitors.
Today, we will revisit the factors that make it so challenging and discuss how various selling weaknesses interact with those factors.
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Do You/Should You Have a Complex Sale?
- May 18, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The Complex Sale – it’s so—-complex!
Today we will simplify the complex sale and even ask if you should have a complex sale.
First, what makes a sale complex?
In most cases, a sale is complex when it:
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How Would Your “Top Salespeople” Do If…..
- May 16, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Most companies have people who are considered top performers who, under different circumstances, would be considered extremely weak salespeople. While these salespeople do appear to be weak when we assess them, it’s much more difficult for management to recognize how weak they are when they lead their company in revenue. Notice how I didn’t say “sales”? That’s right, they happen to manage more revenue than anyone else, but that has less to do with selling than it does account management…
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Get Your Veteran Salespeople to Take Baby Steps
- May 12, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You cannot script these questions. Your salespeople must be able to identify the questioning opportunities in real time while their prospects are responding to the question currently in play. This requires VERY focused listening, note taking, and patience. And the biggest challenge? Your salespeople must avoid the temptation to jump to a different question topic, jump to presentation, or jump in with a solution!
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Do Stories Make a Difference When Selling?
- May 10, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Perhaps you have some stories that you always share – to make a point, lower resistance, show a different perspective, break up a technical presentation, provide examples, or explain what you do.
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Selling is All in the Timing
- May 9, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Selling is like cooking.
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The New Way To Train and Develop Salespeople – Does it Work?
- May 2, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The impact of these changes is that salespeople receive less information, less often, but focus more, for a longer period of time, on each important component of the sales process. The net result is that they reach their potential and generate more revenue more quickly than in the past. One hour – one topic – one thing to practice – two weeks to practice it.
Simple. Effective. It works. So the formula is LESS, LESS OFTEN = MORE, MORE QUICKLY.
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Salespeople Failing to Get Prospects to the Phone
- April 28, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is a great example of why so many salespeople waste so much time chasing down their prospects and why prospects do such a fantastic job of avoiding these calls and emails.
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Bad Things That Happen When You Leave it Up to Your Salespeople
- April 27, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Here are the 10 most common things that your salespeople will do when they aren’t managed effectively, or, in many cases, when they are only managed on an as needed basis.
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Does Fear Prevent Salespeople From Executing Your Sales Plan?
- April 22, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
These are just a few examples of self-limiting sales management beliefs! Is it possible that you or your sales managers have some of them?