sales management
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The Conversation Sales Leaders Must Have with Salespeople
- July 15, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Mark was right. It turned out that we did not have a deal, as the vice president’s peer in networking was blocking it. We eventually got a meeting with him and won the deal. More important, Mark set the tone: Sloppiness would not be tolerated.
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Connecting the Dots on Sales Management
- May 28, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Do you remember the morning that you couldn’t find your keys, but they were right there on the counter? Or the time that you couldn’t find an article of clothing, but it was hanging right there in your closet the entire time you were looking for it? Or the time you couldn’t find your car in the airport parking garage? And yes, it was right where you parked it. Sometimes, things are right in front of you and you don’t notice them! And that brings us to this sales management topic.
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Why Half of the Sales Force Resigned This Month
- May 20, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There is a hidden problem that the CEO is unaware of and even the most accurate and predictive sales candidate assessment on the planet – ours – won’t overcome the issue. It’s worse than you can imagine!
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How Music Can Definitely Help You Sell More
- March 18, 2015
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Next week, I have a special treat for my readers. I will post an article that features my least read articles of all time – sounds very exciting, doesn’t it? While I was looking for the least read articles, I consistently came across a whole bunch of my articles that were related to music.
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Keys to Improved Sales Performance – Part 4 of 4
- September 5, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you are like most folks, you were away for at least part of the summer, took as many long weekends as you could, and worked fewer hours on the days you actually did work. As part of getting the work done, you deleted as many emails as you could where a reply wasn’t required and visited fewer websites and blogs.
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Top 5 Mistakes Salespeople Make When Under Pressure
- August 11, 2014
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
Before I unveil the top 5 mistakes, you might be interested to know that last week, Top Sales World Magazine went from monthly to weekly. I was featured on the cover, but I’m most hopeful that everyone will read Jonathan Farrington’s interview with me. He got me to be very outspoken about what’s taking place right now in our industry and I believe that everyone will benefit from reading it.
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College Basketball vs. the Pros & Sales Management & Selling
- March 3, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you live in fear and follow the path laid out by NBA head coaches, and just try to make everyone happy, you get the wrong outcome. Additionally, you show that you are not a good leader, you are not a good coach, you are not a good sales manager, and you are not a good role model. You are, in essence, a babysitter with all of the power of the 13-year old who can watch and entertain, but cannot make a decision.
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Double Article Friday – How New Salespeople Struggle
- February 21, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If ever there was a good analogy for the new salesperson, this is it; and what a case it makes for nailing the onboarding process to make sure that nothing is left to chance. In what kind of shape is your onboarding process for new salespeople?
Here is an article that I wrote seven years ago about how to onboard new salespeople and it still holds true today. Enjoy.
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Do Salespeople Leverage the Ideal Moment in the Buying Process?
- February 20, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The moment after it’s all closed is the perfect moment for both salesperson and customer, and it can only go downhill from there. So why do salespeople fail to leverage that moment?
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What Does it Take to Become a Sales Manager?
- January 24, 2014
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
After his football career ended, Chatham went back to school and received an MBA from Babson in 2011. With that in hand, he said that he would prefer a front office job and wishes to become a GM. On the other hand, Fouria said that he would love to coach, but…
There were a lot of buts: