selling
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The Sales Force with Over Achievers That Don’t
- March 26, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I heard about a CEO who told one of my colleagues that all of his salespeople over achieve. In the same phone conversation he mentioned that sales are down 20%. Can you imagine where sales would be if his salespeople under achieved?
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Change Ready Companies Experience Faster Success in Sales Development
- January 19, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I was thinking about the difference between the clients that achieve rapid progress, with very measurable change, in the first six months of sales development versus those that show more typical progress where change has begun to take place but it might not be measurable yet.
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10 Steps for your Sales Force to Survive and Thrive in The Recession
- January 5, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Bernie is the President of a company that had experienced flat sales for the three strong economic years leading up to the recession. He had been looking for a VP of sales for two years but hadn’t found the right candidate or failed to pull the trigger.
He attended an event where he heard me speak and asked me to contact him. He asked for my advice and I recommended that if he was serious about finding the ideal VP, then he should:
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Over Achieving on the Salesforce – We Have it Wrong
- December 9, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Does a salesperson over achieve simply because she exceeded her goal? What if one huge deal, order or account drops in her lap? Does that make her an over achiever or just lucky?
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Dell, The Economy, Their SalesForce and You
- December 8, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Last week I received an email from my Dell representative’s sales manager. It was five paragraphs, and started out great:
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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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Ultimatums for the Salesforce – Do They Work?
- November 19, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Suppose you deliver an ultimatum to a salesperson…
Suppose you deliver it to the entire sales force…
How would you expect them to react?
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Is Your Selling Model Effective? Know your Salesforce’s ABC’s
- November 17, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Every company, with or without a salesforce, has a selling model. I know of one company whose model is “we don’t believe in sales”. It works for them, but it won’t work for many others.
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What Really Creates Sales Excellence?
- November 13, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you are like me, you’re receiving email invitations to attend webinars at the rate of 10 to 20 per day. And you’re getting the exact same invitations every single day from the exact same companies. And some of them promise the solution to all of your sales problems – sales excellence solutions. Take a look at the invitations I received today alone!
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Sales Process – What Have You Gotten Away From?
- November 5, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There are about 45 executives in the room, many of them clients of Kurlan Associates. At two of the tables are clients that have been with the firm for so long, twenty years or so, that they have become great friends and two of them have become business partners at Objective Management Group.
One of the first exercises that the group participated in was Cash Optimization Strategies, and the first part of that exercise was Ways to Improve Your Sales Cycle.