sales personality
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What Leads to Salespeople Underperforming?
- July 16, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Doesn’t it drive you mad when terrific, yet underperforming salespeople, take time off for their car to be serviced, to bring their pets to the vet, to spend time with visiting family members, to work out of the house, when they feel under the weather, to meet a with a contractor, for the dentist, for their annual physical, etc? Take a vacation – no problem – but if you’re not on vacation, then work for crying out loud!
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How Do Sales Professionals Stay Motivated?
- July 12, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The most important thing to understand is that when someone must ask how to motivate their salespeople, they may not have the right salespeople!
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Are (Lack of) Results Due to the Salesperson or the Company?
- July 9, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Whether your salespeople are underperforming or doing well, are they responsible or is it your company, culture, advertising or offerings that’s responsible?
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Sales Force Lessons from Gates, Crowley and Obama
- July 28, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
How often do customers become upset over the behavior of a salesperson, customer service rep, technician or even accounting?
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Misleading Statistics and Hiring the Wrong Sales Candidates
- November 3, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The November issue of Fortune Small Business has an article called Entrepreneurial Myth Busters. FSB has Ken Blanchard (consultant )and Scott Shane (academic) go head to head answering questions about small businesses and entrepreneurship. While Blanchard provides insightful answers based on his years of experience working in, consulting to and writing about business, Shane provides surprising answers based on data. I’m sure that if you read the article you’ll agree that Shane’s data lead to some very misleading conclusions. Academics who haven’t been “out there” can fall in love with their data!
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Who Are Better Salespeople – Men or Women?
- October 23, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Tom Peters said women are better salespeople than men.
I wrote that Objective Management Group’s data proves that a greater percentage of women are stronger than men.
Here is how that data breaks down:
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Tom Peters – Sales Excellence
- October 22, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I see this all the time. Presidents lamenting over their sales force when, so often, the Presidents are the problem!
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Management’s Guide to the Top 10 Differences Between Sales Winners and Losers
- October 19, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Friday I wrote this post and today I wrote this longer article about the Top 10 Differences between Sales Winners and Sales Losers.
This post is the sales management version of the article referenced above.
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The Sales Assessment as Crystal Ball
- October 16, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Not all sales assessments are created equal.
That’s an understatement.
Yet it’s when a client pushes back – not when they look at the recommendation or prediction and accept it – that we get an opportunity to bring our sales assessment to life.
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