sales management
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Recruiting Strong Salespeople – The Sales Candidate Pipeline
- July 22, 2010
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
Recruiting Salespeople – again?
Yes. I cannot write enough about this!
But, as usual, I’ll address recruiting from a slightly different perspective this time – the candidate pipeline. Not to be confused with the candidate pool which is simply a single component of the pipeline.
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More Sales Coaching Leads to Accelerated Growth
- July 14, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Your salespeople have the opportunity to replay their last call – one that probably had a horrible ending – and learn from it…
Your salespeople can experience a live version of reincarnation every day!
There are two keys that can’t be overlooked though:
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Sales Just Can’t be This Easy…Can it?
- July 1, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Last month, Reuters posted this article, describing research by Columbia University, which determined that both men and women are more likely to respond positively – and buy – when touched by a woman.
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Which Salespeople Use Bad Judgment and Burn Bridges?
- June 30, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You want your salespeople to get decisions instead of taking stalls, put-offs and objections. Some of your salespeople are better at this than others. I’ve written extensively about the difference between the required skills versus the strengths that support closing, as well as recognizing and dealing with put-offs. Today, I will discuss the difference between not getting the desired reaction or behavior, not getting a decision and burning a bridge.
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Top 5 Sales Recruiting Observations of 2010
- June 29, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today, I’ll make some observations about the sales recruiting activity taking place this summer that either reinforces some of the things I’ve said in the past, or modifies my original stance.
In no particular order, but of equal importance:
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Rejection Resistant – The Science Behind Success in Sales
- June 24, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The growing amount of resistance to everything being marketed and sold, which doesn’t have the brand name Apple, makes being Rejection Resistant nearly as important to sales success as strong Commitment to Sales success.
Here are some statistics:
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Game Seven – There is No Tomorrow with This Sales Opportunity
- June 18, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Don’t turn opportunities where there IS a tomorrow into a desperate, “How much of a price concession do we have to make?”, last ditch effort to close it today scenario, but do turn a customer/prospect-initiated deadline into a Game 7 scenario where you do whatever it takes to earn that business!
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Trigger Events – The Anatomy of Sales Wisdom
- June 16, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Some may call what I am describing nothing more than experience, wisdom or intuition. It doesn’t really matter what you call it, as long as your salespeople do it during every conversation.
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Top 10 Reasons Why Sales Commitment Has Become More Important
- June 15, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
My recent analysis has shown that today, Commitment has overtaken Desire in importance and we will be reflecting that in assessments very shortly. But Why? What has caused this fundamental shift?
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The Delayed Impact of Lack of Sales Commitment
- June 2, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
While commitment is a single data point – not the be-all-end-all – it’s a very powerful and predictive data point as well.
If you are a client, upon learning that a top producer lacks commitment you might be asking, “How can that be?”