Salesforce
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Just How Important is Preparation to Sales?
- August 7, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It was a theme on this week’s edition of Meet the Sales Experts. Whether he talked about the keys to success in the role of salesperson, sales manager, regional manager, Sales Director or VP of Sales, stressed the importance of over preparation. Currently the VP of Commercial Lines, Marketing and Sales at the Hanover Insurance Group, Jim provided keys, tips, examples, lists, and secrets for success at every level of a sales organization.
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Public Speaking Simplified
- August 4, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I would guess that the only thing that is more common than an underperforming sales force is the discomfort that people have before they speak. And I’m not even talking about speaking in front of an audience. This discomfort can even manifest when presenting to one intimidating individual!
Speaking doesn’t have to be so difficult, especially when you are talking about what you know – your own area of expertise. Just follow my simple rules and you’ll be awesome!
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Teaching Sales in School is Like Learning to Golf on the Wii
- July 29, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The article, “Can College Teach You to Sell?”, has its pros and cons. Let’s start with the good stuff.
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How to Get the Entire Sales Force to Change – Now
- July 27, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Now lets discuss your company and the sales organization. What have you been afraid to change?
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5 Ways to Motivate Your Salespeople
- July 14, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I was coaching a senior leader today and the conversation turned to motivation, specifically, how to be a better motivator.
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10 Steps to Record-Breaking Sales Revenues
- June 30, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When things loosen up (and things will loosen up) and companies and consumers both begin spending money again, you could be in for a significant windfall. You may even have some record breaking revenue months if, and it’s a big if, you have your sales force doing all of the right things, even while companies and consumers aren’t spending money.
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How to Find More Sales Opportunities (without Cold Calling)
- June 19, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The two biggest problems for most companies right now, in this economy, are delayed closings and not enough new opportunities. I’ve tackled delayed closings, so today, with a little help from my friends, I’ll tackle not enough new opportunities. I mentioned in my last post that (most of) you need three times more opportunities than ever before to make up for the late stage opportunities that aren’t closing right now.
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How to Hold the Sales Team Accountable Under New Rules of Sales Engagement
- June 17, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you read yesterday’s post, there was a comment from Teicko who asked how you can hold the sales team accountable under these new rules of sales engagement where you must work three times harder, three times longer, be three times more effective and have three times more opportunities in the pipeline to get the same results as you used to.
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Put on Your Helmet – 3 Great Tips for Selling in This Economy
- June 14, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What a great interview I had with Bill Murray, Founder and CEO of Winning Incorporated, Friday on my Meet the Sales Experts Radio Show! He was awesome.
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Sales Assessment Says He’s Weak but He Made President’s Club
- June 12, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Yesterday a well meaning Sales Manager, in defense of his salesperson, asked me how a salesperson who made “Club” could possibly assess so poorly. It’s a great question with a dozen or more possible explanations. Here are some: