Understanding the Sales Force

  • The Difference Between Sales Commitment and Desire

    • November 18, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I was explaining this difference to a client and the two findings, which we were comparing, were striking in their contrast.

    The candidate in question scored 100 (off the charts) on Desire (how badly he wants to succeed in sales); yet, as low as he was high – 16 – on Commitment – his willingness to do what it takes to succeed in sales. So as you might expect, the client asked, “How can he score so high in Desire but so low in Commitment?”

    Great question.

    I’ll explain it in exactly the same fashion I explained it to him.

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  • Sales Traction – The Key to Measuring the #1 Sales Competency

    • November 16, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    One of the KPI’s I introduced in my Moneyball article two months ago was Traction, the ratio of suspects that become prospects. Using the Baseline Selling process, that is also the ratio of opportunities that move from 1st base to 2nd base. Translating that one more time, it is the number of 1st meetings that move to “we have a real opportunity here”.

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  • Are You Part of the Problem with your Salespeople?

    • November 15, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    One of the things I always stress with sales leadership teams is that before they can coach effectively, before they can really hold people accountable to agreed upon metrics, before they can really motivate people to perform, and before they can develop their people, they must first shape their environment.  That’s the hard part.  After that has been accomplished, the actual coaching, motivating, development and accountability can be enjoyable and productive because of the resulting cooperation.

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  • Top 7 Things That Consultative Sellers Do

    • November 14, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    A small group of experts, especially those that lack this competency themselves, believe that using this competency for selling is manipulative and counters being customer-centric.  They are as entitled to their opinion as I am to mine.  But remember, you simply can’t argue with science, data and results.

    So which competency am I referring to?

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  • The Latest Astonishing Findings about Sales Managers

    • November 7, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    This article recently appeared at SalesBenchmarkIndex.com.  The number that stood out for me in their report was 83% – as in 83% of first year sales managers don’t make their number.  Is that possible?  Is it realistic?  Is it believable?  Can you explain it?

    A few thoughts about that…

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  • The Lion King – Watching a Movie Again Improves Sales Effectiveness

    • November 2, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    You can watch a movie you haven’t seen for a while and appreciate the things you missed before.  Your sales force will experience the exact same benefits from rereading the book, having refresher training, and focusing on the areas they didn’t apply and execute the first time around.

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  • Embarassed by This Sales Article in The Economist?

    • October 31, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    On October 22, The Economist published an article called, The Art of Selling – The Death of the Salesman Has been Greatly Exaggerated.  Is the Economist really that far out of touch?  I wrote the last of my 5-part Death of Selling Has Been Exaggerated articles 5 years ago!  And how long has it been since anyone referred to salespeople at “salesmen”?  

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  • The Secret to Winning Sales Presentations and Public Speaking Success

    • October 28, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I spoke to an Entrepreneurial class at Clark University this week, something I’ve been doing once or twice a year for the past 5 years.  It’s much more difficult than working with experienced C-Level Executives, Sales Leaders, Sales Managers and Salespeople because the kids don’t have the context, reference points or experiences that professionals have.  Despite the difficulty, it’s more fun because they don’t push back, they don’t claim to have heard it before, they don’t say that “it” won’t work in their business, they don’t resist, and they are great learners!

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  • Hiring Salespeople Who Aren’t Money Motivated – The Offer

    • October 27, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Rob asked about the consequences in the hiring process when companies believe they have to offer enough money to get people on board.  He wants to know if there are any practical tips to acquire candidates that are intrinsically motivated.

    Great question Rob.

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