Understanding the Sales Force

  • Real Live Coaching Call – Coaching a Salesperson

    • February 7, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Clients who receive sales management coaching, training and development come to know what an effective sales coaching conversation sounds like.  You may not be privy to that so you might find last week’s episode of Meet the Sales Experts helpful.

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  • 6 Steps to Sales Mastery – How to Get Salespeople to Sell More

    • February 4, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Salespeople must evolve through six levels of development before they can consistently and successfully execute any process, concept, strategy or tactic they are trained and coached to perform. The six levels are:

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  • Your Salespeople Can’t Even Do That?

    • February 3, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    The biggest concern is that the VP/Sales Manager should have known about and solved this problem the first week it was an issue – months ago – right after the salespeople began with the company.

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  • The Difference Between Selling to Negotiators and Price Shoppers

    • February 2, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Salespeople often confuse the prospect who needs to negotiate with one who must have the lowest price and as Michael says so often in his article, nothing could be further from the truth. 

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  • The Ignorance Factor and Achieving Your Company’s Revenue Goals

    • February 1, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    What do the 12 sales consultants and trainers and 4 new clients have in common with Michael Oher?

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  • The Importance of Pride, Self-Esteem and Confidence in Sales

    • January 29, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    Bob is a believer in performance based pay – for everyone – and sees the day coming where everyone is compensated on performance.

    His top tips for success:

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  • 3 Powerful Excuses for Maintaining Mediocrity in Your Sales Hiring

    • January 26, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    When I answered questions from the audience, the best one, in my opinion, was the most obvious. It went something like this:

    “If your recruiting process works so effectively, and your assessments are so predictive, and they save so much time and money and consistently identify top performers, then why don’t more companies use them?”

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  • What Makes You Think You Have a Sales or Recruiting Process?

    • January 22, 2010
    • Posted by: Dave Kurlan
    • Category: Understanding the Sales Force

    It’s true.  Executives brag about their processes.  “Oh, yes, we spent the last 15 years developing our process and it’s wonderful – wait until you see it!”  It never matters whether they’re talking about a recruiting process or a sales process, the common denominator is the pride they take in what they created.

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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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