Understanding the Sales Force

  • How to Interpret Sales Revenue and Economic News

    • June 13, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Perhaps the disconnect between what I see and what is being reported is simply this.  While there are some isolated geographies and industries that are doing poorly, others are doing quite well.  But when we look at the overall numbers, they just don’t provide an accurate reflection of what is actually taking place.

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  • Why Do Salespeople Quit in the First Year?

    • June 9, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    When companies do everything correctly in the sales hiring process, they do these 10 things, …and they are still vulnerable to salespeople leaving within the first 9 months.  Why?

    The reasons fall into 4 basic categories:

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  • Top 5 Reasons Why Salespeople Don’t Make Quota

    • June 8, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    I received the IDC Sales Advisor Newsletter in my email today and while it was about the importance of cross-selling, they said it is important because 50% of reps aren’t making quota.

    Forget cross-selling!  If 50% of your reps aren’t making quota you have bigger problems than whether or not they are cross-selling!

    There are only five possible reasons why reps are not making quota:

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  • Are Your Salespeople Jerks or Just Different From You?

    • June 1, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Last week I conducted a 3-day Sales Leadership Intensive for a very small group.  Working with a small group has advantages because everyone receives more individual attention, we can go at their pace, and spend as much time as we need to on their issues.  Working with a small group also has disadvantages because their diverse learning styles tend to stand-out and can be a distraction.

    For example, in last week’s group, I had:

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  • How to Compensate Sales Hunters, Farmers and Account Managers

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

    Today I received an email from a long time reader with this interesting question:

    “We’ve heard a good hunter won’t farm and a good farmer (account manager) won’t hunt. If this is true how do we tackle the model of compensating hunters who bring in new customers who then turn it over to an account manager to grow the business?  Is it possible to expect someone who can hunt and then manage a book of business or does that create a conflicting sales profile?”

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  • 10 Steps to More Sales Opportunities

    • May 23, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Last week, no fewer than 8 salespeople sent emails to me explaining that they committed to the 8 attempts rule and, as a result, had scheduled meetings with prospects they had been chasing for a long time.  The key is not to only make 8 attempts, but make 8 attempts Halloween style – haunt them –  8 attempts in 8 days.  

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  • What Automotive Technology Can Teach us About Sales Process

    • May 20, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Much like the automobile drivers of decades past, the salespeople in companies lacking a formal, structured sales process don’t know what they don’t know.  They aren’t aware that they aren’t as safe as those with the process.  They don’t know they are out of control and at risk every time they conduct a sales meeting or call.

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  • The Complex Sale – Part 2

    • May 19, 2011
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Yesterday, we discussed the elements of the complex sale and the factors that make it so challenging.  I also asked whether you should you attempt to incorporate some of the elements of the complex sale in order to outsell your competitors.

    Today, we will revisit the factors that make it so challenging and discuss how various selling weaknesses interact with those factors.

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  • Do You/Should You Have a Complex Sale?

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

    The Complex Sale – it’s so—-complex!

    Today we will simplify the complex sale and even ask if you should have a complex sale.

    First, what makes a sale complex?

    In most cases, a sale is complex when it:

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