sales success
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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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The #1 Top Key to Keeping Salespeople Motivated Revealed Here
- May 7, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Over the years, you have worked with many salespeople and oftentimes their success, or lack thereof, didn’t correlate as much to their skills as it did to their Desire or Motivation for sales success. Desire is how badly one wants to succeed, and Motivation is what drives them to success. I’ve written many articles about Sales Motivation, but let’s take a slightly different path today.
What is actually behind sales motivation?
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The New Way To Train and Develop Salespeople – Does it Work?
- May 2, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The impact of these changes is that salespeople receive less information, less often, but focus more, for a longer period of time, on each important component of the sales process. The net result is that they reach their potential and generate more revenue more quickly than in the past. One hour – one topic – one thing to practice – two weeks to practice it.
Simple. Effective. It works. So the formula is LESS, LESS OFTEN = MORE, MORE QUICKLY.
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The Science of Achievement Applied to Sales Success
- November 29, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Many salespeople have been in sales for ten plus years and aren’t the best of the best. They’re not even in the top 26%. I will use science to explain this. If we go back and look at Objective Management Group’s data on the salespeople that have been assessed so far, we find that 22% are not trainable (no incentive to change) and another 10% shouldn’t even be in sales. So that leaves 42% unaccounted for. What about them? I dug through the data and found that:
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Top 10 Reasons Why Sales Commitment Has Become More Important
- June 15, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
My recent analysis has shown that today, Commitment has overtaken Desire in importance and we will be reflecting that in assessments very shortly. But Why? What has caused this fundamental shift?
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Jiffy Lube Magic, Sales Adaptability and Plagiarism
- June 4, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Perhaps you’ve noticed that while driving past a Jiffy Lube during (slow times for them) your commute there may be a mechanic out front, holding a sign, offering a discount, hoping you’ll pull in. I don’t know about you, but I am not particularly moved by a guy in a jump suit waving for me to stop. But it made me wonder, does this work?
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Sales Success Secrets From Beyond the Grave
- January 5, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Warning. I have included some very controversial material in this article so I’ll start with the easy stuff and finish with the material you may not want to read. I have some insights from three totally unrelated books as well as an unrelated article that I had a chance to read last week. I found common themes that relate directly to sales and sales management success.
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The Holidays are a Great Metaphor for Sales Success
- December 22, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Which do you anticipate more?
The gifts that you will receive? What will it be? Could it be what you were hoping for? Will it be smelly socks? Will you have to return it? Will you love it? Will you hate it?
Or…
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A Forgotten Secret of Sales Success
- October 1, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Brad Ferguson, my guest on this week’s edition of Meet the Sales Experts, shared a story about a bank he worked with. Using Objective Management Group’s Sales Force Evaluation, he identified 8 bankers that weren’t right for the business development roles they were in. After both the voluntary and involuntary turnover of 7 of them, the bank increased new business revenue by 30% from the 5 remaining bankers. What did Brad have them do? It was relatively simple, really. He had them identify and focus on specific behaviors they could measure, required them to perform specific levels of those behaviors, and held them accountable. Listen to the show to hear more.
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2 Things Race Car Driving Has in Common with Selling
- July 16, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Karl Scheible was my guest on this week’s edition of Meet the Sales Experts and Karl is not only a sales development expert, but he is also a professional race car driver! How many people do you suppose there are that can take claim to both of those professions?