Understanding the Sales Force
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Recruiting – 4th of the 10 Kurlan Sales Management Functions
- November 16, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You must use an assessment – not just any assessment, but a world class, sales specific, predictive, customized assessment that will consistently identify people that will be top performers for you, in your business, calling into your market, with your pricing model and competition.
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Motivation – 3rd of the 10 Kurlan Sales Management Functions
- November 13, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
There is nothing more powerful than finishing every conversation, meeting and interaction with some kind of call to action.
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Accountability – 2nd of the 10 Kurlan Sales Management Functions
- November 12, 2009
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
This is the 2nd in the series of the Top 10 Kurlan Sales Management Functions.
#1 – ACCOUNTABILITY
In its simplest form, sales accountability consists of the following:
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13 Most Important Tools for Coaching Salespeople
- November 11, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is the 1st in the series of the Top 10 Kurlan Sales Management Functions.
#1 – COACHING
In its simplest form, sales coaching consists of the following two activities:
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Top 10 Sales Management Functions
- November 10, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you have been reading my blog for any duration over the last 13 years, the list should not be much of a surprise.
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The Magic of the Sales Force Evaluation
- November 9, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Companies that evaluate their sales forces benefit from the insights, predictions, and findings that come from the wealth of relevant information. In addition to the many surprises, including problems they weren’t aware of, they learn of many opportunities too. These opportunities appear in the form of “what ifs”, where if they make certain changes or modifications to the current people, systems, processes and strategies, they can have a major impact on revenue and profit. Most executives view these opportunities as magic because where before there were only challenges and frustrations, they come to realize that with a different perspective they can achieve their desired growth and profit. This is pretty magical stuff!
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Top 25 Prerequisites for Successful Sales Training and Sales Development
- November 5, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Before an inside or outside expert can help you develop your sales force, there are at least 25 milestones that must take place or the initiative will probably fail.
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Key Account Sales – More Than Just Important Accounts
- November 2, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Over the last several months I have engaged in several on line disagreements about the importance of asking questions early in the sales process. More than one sales expert has claimed that asking questions violates trust.
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Comparison of Sales, Personality and Behavioral Styles Assessments
- October 30, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This is my article series on sales assessments. There are some incredible, demystifying, myth-busting exposes in the following articles. Enjoy!
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Stupid Choices in the Selection of Sales Assessments
- October 30, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We had a conversation with someone who was using the CPQ Assessment. The person who was providing it to them claims it is a sales assessment but it’s a personality test marketed as a sales assessment. If you’re not familiar with my series on this then click here. They were also told that it was predictive, especially with insurance salespeople, and that they could use the same criteria for selecting their salespeople (selling a business consulting package to CEO’s) as is used for hiring life insurance salespeople.
Yeah, right.
Let’s compare the life insurance (LI) sale and this business consulting package sale (BCP):