sales management
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Another Behavioral Styles Assessment Pretends to Assess Salespeople
- December 3, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Their #4 is the Ability to Develop a Compelling Story – This IS a differentiator between good and bad salespeople – only they have it backwards! The bottom 74% have perfected the ability to present capabilities, value proposition, the brand promise and other pitches. The top 26% have perfected the ability to ask good, tough, timely questions. What good is the story unless you can tie it to the problems uncovered by effective questioning?
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The Science of Achievement Applied to Sales Success
- November 29, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Many salespeople have been in sales for ten plus years and aren’t the best of the best. They’re not even in the top 26%. I will use science to explain this. If we go back and look at Objective Management Group’s data on the salespeople that have been assessed so far, we find that 22% are not trainable (no incentive to change) and another 10% shouldn’t even be in sales. So that leaves 42% unaccounted for. What about them? I dug through the data and found that:
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Sales 2.0 Tools Have Their Place, But Where is It?
- November 23, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Sales 2.0 – I love the tools, but they don’t replace the basics.
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NY Times Articles Hits Then Misses the Mark on Sales
- November 18, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Compensation is tricky and one size never fits all.
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The Hidden Power of the Sales Candidate Follow Up Letter
- November 15, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You receive follow up letters from your sales candidates all the time, right? And you probably make notes in their files that they sent those nice follow up letters and you might even rank them higher as a result.
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How Can Anyone Spend That Much Time on Sales Coaching?
- November 4, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
According to Objective Management Group’s considerable data, only 15% of all sales managers spend as much as 25% of their time on coaching and the time they do spend on coaching is generally ineffective. Two more statistics from OMG reveal that 18% of them shouldn’t even be in sales management, and 34% of them aren’t trainable because they lack the incentive to change. And one last statistic, a whopping 84% of sales managers just plain suck!
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When Agreement is Really Disagreement – Happy Ears for Salespeople
- October 28, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Your salesperson asks his prospect a question like, “Does that make sense?” and his prospect replies, “Sure.” Feeling relieved that his explanation was successful, your salesperson moves on, an unwitting participant in what will become a huge surprise to him.
Why will it be a surprise?
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Top 3 Ways for Salespeople to Eliminate Competition
- October 14, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There are three ways to eliminate increasing competition for a declining number of opportunities:
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My Sales Process, Strategies and Tactics in Your Voice
- October 10, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Our son has this comedy routine by John Pinette down cold. He heard it once and can now do it for anyone.
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The Impact of Coaching Salespeople and Sales Managers
- October 7, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I thought back to my childhood and thought about the the coaching I had then, and later in life, and the impact it had on my success.