Understanding the Sales Force
-
How Many Peddlers Do You Have?
- February 22, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
How many peddlers do you have and when will you insist that they become more consultative?
-
How Many Salespeople Made Quota in 2010?
- February 21, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This study is basically saying that during one of the worst recessions ever, an all-time high percentage of salespeople hit their numbers. I don’t buy it and here’s why.
-
The Difference Between Good and Bad Sales Coaching Questions
- February 17, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When it comes to coaching salespeople, there are both good and bad questions that sales managers can ask to get the conversation started. Here are some examples:
-
What Are Sales Intangibles?
- February 16, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Once in while an individual will fall outside the normal range of assessment results. That usually means either one of two things;
-
Can Music Make Your Sales Force More Effective?
- February 14, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Some of these tunes go back more than 45 years! Some of them are not even favorites, yet they all have Time Machine capabilities. Does this happen to you too?
-
Case History – Read the Latest Sales Assessment to Come to Life
- February 10, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The lesson here is that you don’t want people like this working for you! It doesn’t matter that they can hunt. They will blow up every prospect who they think could be rejecting them!
-
Who Cares More – Sales or Marketing?
- February 9, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It all depends on the parameters. I’ll list a dozen or so items that both sales and marketing should care about and provide my opinion about who cares more. Then you can tell me how wrong I am.
-
Sales Performance – Does it Correlate with First Impressions?
- February 7, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Let me talk about the first impressions and the follow up thoughts I had on 3 candidates.
-
You Coach But Do Your Salespeople Follow Through?
- January 31, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Following up with you is the respectful thing to do – it shows appreciation, that they didn’t waste your time, that they took action, that there was an outcome, that you were helpful. But what happens if they don’t follow up with you? If you don’t learn what happened?
-
Top 10 Ways to Accelerate the Sales Process – The Need for Speed
- January 28, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You’ve heard the expression “Speed Kills”.
All four scenarios lead to lousy sales outcomes. The surest way to create urgency, accelerate the sales process, eliminate the competition, get the prospect to self-qualify and spend more money on your solution, is to A B A N D O N the need for speed. You can do that by: