sales management
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The Importance of Positive Sales Attitude – A Tribute to a Friend
- October 1, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It just reinforced my belief that when you have salespeople who aren’t positive or kind, who complain or make excuses, or who lower your energy level or that of others, it is crucial that you replace them. It is addition by subtraction and you must be more concerned with the energy level than with replacing the production of those who are terminated.
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Salespeople Must Use & Embrace Life’s Most Embarrassing Moments
- September 27, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Can you remember that time, back in school, when you did something so embarrassing that you wanted to run away and hide forever? Of course you do – it was all about you. But I will wager any amount of money that you are the only one who remembers. The others who were there that day and anyone you might have told have long forgotten. It – wasn’t – about – them.
The same phenomenon applies to selling.
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Sales Managers Must Make Sure That This Never Happens
- September 26, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You are driving down the highway and see an enormous truck in your side mirror. The truck is moving very fast – twice your speed – and closing in quickly. You continue to look in the mirror and because of the way your side mirror is shaped, it appears that the closer the truck gets, the more likely it seems that the truck will simply run right over you. You accelerate a little, keeping watch on that mirror and then it happens. You miss the sharp bend in the road and drive off the cliff.
This short story is the real-world equivalent to something which often occurs with your salespeople.
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Is a Lost Sale Better for Salespeople Than a Win?
- September 17, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This got me thinking about sales and whether the same reactions to wins and losses in sports held true for wins and losses in selling. There is a huge difference between sports and selling:
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Targeting Sales Opportunities – The Hidden Truth
- September 10, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We frequently discuss reasons why salespeople fail, the differences between successful and unsuccessful salespeople, and scenarios where salespeople make good versus bad choices. Those aren’t the only topics which separate good selling from bad. Salespeople make other decisions which impact the likelihood for success and today’s article takes a look at one of those.
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Make Your Salespeople Focus on This to Grow the Business
- September 5, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Let’s focus on the only tool more important than the calendar and task list – your pipeline management tool. Most salespeople, despite dozens of CRM applications from which to choose, still don’t fully comprehend pipeline management. And if they don’t get it, they probably aren’t managing it!
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Selling Styles – How Many Styles Should Your Salespeople Have?
- August 14, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Terrific salespeople make that transition too. They morph from laid-back but confident, to powerful, animated and charismatic when it’s time to present. Most salespeople however, don’t make that transition because it doesn’t feel authentic to them or they fear that they might look and sound like salespeople. Isn’t that sad?
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Developing Top Performers – How to Turn Salespeople into A-Players
- August 13, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The new salespeople whom you hire must be exciting enough and strong enough to lead the way, infusing the sales force with new energy, becoming new role models and causing others to follow their lead or be left behind.
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Keys to Successful Sales Negotiations
- August 1, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In the United States, Major League Baseball’s trading deadline passed today with some noteworthy moves by teams other than my Boston Red Sox. Aside from my disappointment that the Red Sox failed to make an impact trade to help the team, I recognized something else…
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3 Types of Salespeople – Which are Best at Growing Sales?
- July 30, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The pessimist complains about the prospect. The optimist expects him to buy. The realist adjusts the sales strategy.
Let’s look at these three points a little more closely, shall we?