selling
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18 Business Trends For Your Sales Force
- January 21, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Before they handled one caller’s sales force challenges (excellent stuff) , they commented on the state of business out there right now.
They see:
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What is Maximum Effort on the Sales Force?
- January 11, 2010
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
here is a third type of salesperson, one of the elite top 5%, who can consistently maintain maximum effort for much of the year. But that salesperson isn’t the norm. So the questions that come from this are these:
Are the top 5%’ers A players or super human players?
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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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Born to Sell? Give me a Break!
- December 18, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We all have what we believe are better methodologies, strategies and tactics. But there are some topics that are just begging for data – not opinion – and the author I seem to target more than any other just wrote one such article on whether great sales pros are born that way. All opinion. But based on what? He doesn’t really say. He simply uses his two kids as comparison. The problem is, he is dead wrong and the data says so.
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Talking – 4th of the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture
- October 14, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today, as part of my continuing series on the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture, I present:
#4 – You Can Talk – It’s Your Mind that Has to Shut Up
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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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5 Steps to Coaching Your Salespeople Beyond Happy Ears
- September 29, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today I posted this article about Diagnosing and Overcoming Happy Ears on the Baseline Selling web site. And last week I wrote this article about Happy Ears and an empty pipeline.
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Understanding the Sales Force – Top 100 Blogs
- September 28, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s been a pretty good week for getting honored.
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Quote 85% Less – Sell 300% More!
- September 25, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Back in December I posted this article to my Blog on the concept of less being more. You should read that first.