sales results

  • How to Easily Motivate and Incentivize Sales Pipeline Building

    • June 20, 2023
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force
    motivated-by-music

    Music motivates me to do what I otherwise don’t really want to do.  But while everyone is different, I’ve seen music work as a motivator for others too.

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  • The Difference Between Sales Competencies, Sales Capabilities and Sales Outcomes

    • February 14, 2023
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    If you watched Super Bowl 57, you observed two teams that simply refused to give up or give in.  Sometimes, that’s the feeling I get when I’m writing articles and I have solid data on my side, while dozens of competing authors just won’t stop their constant barrage of articles using junk science, anecdotal evidence, and alternate facts.

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  • Do You Know the Accurate Reason Why a Salesperson Is Not Performing?

    • April 20, 2022
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    How quickly can you determine why a salesperson is failing? 

    Dinger loves to play catch with his ball.  He has seven of them but loves his white ball the most.  When we’re out playing catch and I point to a ball and say, “there it is” or “right there” or “get it” he just can’t seem to find it!  Dinger has good listening skills but his ability to see the obvious isn’t very good.

    Such was the case earlier this week when a surprised client wanted an explanation for why one of their salespeople, who does not perform very well, scored well on his evaluation.  “How can someone who is not my top performer score better than someone who is my top performer?”

    That sounded like a challenge so I said, “Let’s go!”

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  • Insider Opinion – Why Sales Experts Can’t Agree on Anything

    • November 11, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Good things are happening in the world of sales and some of those things are coming your way.  Just keep both eyes open, your nose to the ground and your antenna up.  You’ll intuitively know whether or not what you are reading is a bunch of bunk or the real deal.

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  • Why Sales Leaders and Salespeople Get Frustrated

    • August 6, 2013
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    You may not have control over external factors or forces but you do have control over how you react to them.  Take a step back.  Take a deep breath.  Clear your head.  Start over.  Choose one thing that you know you can fix.  Take action.  Then get help fixing everything that you aren’t sure you can fix.  One thing at a time.  You can do this.

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  • Tale of Two Clients – Sales Training:) versus SAAAlesTraining:(

    • October 6, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Strong CEO’s see all the flaws their people have and are committed to developing them or upgrading.  Weak CEO’s see beauty, and flowers, and blue skies – yes, that’s the ticket – blue skies through rose colored glasses.

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  • Revising the Forbes Message of the Day for the Sales Force

    • February 26, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The Forbes Success Calendar for 2/25/09 said, “Action and reaction, ebb and flow, trial and error, change – this is the rhythm of our living.  Out of our overconfidence, fear; out of our fear, clearer vision, fresh hope.  And out of hope, progress.” – Bruce Barton

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