sales numbers
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Focus on Winning to Drive More Sales and Revenue
- February 20, 2024
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In baseball, the coaching staff gets a report from their advanced scouts and from that report the coaches create a game plan. How to pitch to that hitter, how to get this hitter out, what to expect from this pitcher, what pitch he likes to throw when he’s ahead in the count, the strength and accuracy of the outfield arms, etc.
Some companies do some account planning for major accounts, but not nearly enough of this takes place.
What will happen to your business if you spend more time thinking about how to win, and less time focusing on your numbers?
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How to Interpret Sales Revenue and Economic News
- June 13, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Perhaps the disconnect between what I see and what is being reported is simply this. While there are some isolated geographies and industries that are doing poorly, others are doing quite well. But when we look at the overall numbers, they just don’t provide an accurate reflection of what is actually taking place.
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The Numbers – 8th of the 10 Kurlan Sales Competencies That Are Key to Building a Sales Culture
- October 23, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is the 8th in the series of articles based on the 10 Kurlan Sales Competencies that are Key to Building a Sales Culture.
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Getting Excited About Sales Metrics
- October 16, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
As we encourage our clients to do each day, both of my companies have daily huddles for their salespeople. The purpose of the daily huddle is to keep everyone focused on the measurable activities that drive results.
During the last couple of weeks, I’ve had our six-year old son in the car for about 6 of these conference calls and it only took one huddle to get him hooked. He wants to report his numbers – and he has them ready – each time he’s with me. It makes him proud to participate and he wants to report numbers that are better than theirs.