salespeople

  • What Happens When You Develop Sales Competencies?

    • April 10, 2009
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Earlier this week I wrote an article for my Baseline Selling Tips Newsletter. It was about What Sleep Apnea and Sales Improvement Have in Common. If you don’t get my Newsletter, you’ll need to read that article in order for the rest of this post to make sense.

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  • A Career in Sales is No Place for a….

    • November 25, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I must be losing my vision because regardless of the number of times I looked, I still didn’t see Sales on the list.  So here we are and the profession is still so disrespected that they don’t even want to expose high school kids to the opportunity to earn more than most of the careers listed above.

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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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  • Will Your Salespeople Change Behaviors to Improve Their Effectiveness?

    • October 9, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Can your salespeople change?  Will your salespeople change?  Do you have to change in order for any of this change to take place?

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  • Sales Pipeline Can Provide Sight for Blind Executives

    • October 1, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    In a struggling economy, executives of sales driven companies are able to see weaknesses and shortcomings on their sales forces that they were previously either blind to or chose to ignore when the orders were coming in.

    Now that these executives have sight, the question to be answered is can they invest the money to improve their revenue making machine or, is it too late because there isn’t any money left and what they see is what they get.

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  • Sales Appointments to Sell Free Services

    • September 22, 2008
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Barbara left a voice mail for me today.  10 points for Barbara.

    She got me to call back.  10 more points for Barbara.

    When she finally had me on the phone she asked, “and who are you with?” 

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