Understanding the Sales Force
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Sales Force Turnover and How to Deal with it
- August 25, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Leah Rust, Editor at EyesOnSales.com, interviewed me about Turnover on the Sales Force back on August 18. The podcast highlights strategies that executives can actually use to solve their turnover problems. For those of you who are time challenged, this interviews runs less than 8 minutes!
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Many Recruiters Fear Sales Assessments
- August 22, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I’ll get a lot of flack over this article. People will say that I’m unfairly characterizing recruiters as dealers of human flesh and that there are recruiters who not only use and pay for assessments themselves, but who guarantee the performance of the salespeople they place. I agree. If you must use a recruiter, use one of them!
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Signs That the Economy Will Soon Improve
- August 22, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We saw it again. It happened this summer, the tell tale tip off that things are turning around, that CEO’s are feeling confident enough to resume hiring salespeople. Express Screens Licenses have shown a significant upswing and there are suddenly many more in the pipeline.
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Sales Competencies and Case Histories from Using Sales Assessments – The Series
- August 20, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This series of articles describes the various case histories, findings and entertaining stories from assessments used on sales candidates and evaluations of sales forces.
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Bad Apples on the Sales Force – Sales or Sanity?
- August 19, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Chubby, we hardly know you, and until we do, we’ll use your invaluable comments and insights to crusade for functionality and sanity on sales forces around the world.
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Highly Successful Salespeople Can’t Remember What They Say
- August 18, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We were in an internal meeting last week and Frank Belzer said something really profound. Chris Mott asked him to repeat it and he said, “I have no idea what I just said.”
Light Bulb.
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How to Find the Compelling Reasons for Seth Godin’s Intangibles
- August 15, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Seth Godin’s recent column on Intangibles was great. As a matter of fact, I haven’t disagreed in more than two years with anything he has written about selling. Today he provided many examples – great examples – of how your intangibles create value. I’d like to explain how your salespeople can uncover these, and other reasons why prospects would pay more to do business with you.
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Sales – What the Data Tells Us – The Series
- August 14, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
This article series is called Sales – What the Data Tells Us. While some of the articles simply report the research and/or data, others share either my insights about the data or provide data to support my insights. Here are the articles:
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Salespeople are Like Children – The Series
- August 14, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I have written many articles based on the insights of our son, most when he was between the ages of 3-7. Each article has profound lessons and they’re fun to read. Readers have enjoyed these particular articles so much, and found the lessons to be so good, that I compiled this series called Salespeople are Like Children. As you might expect, some of these articles are my all-time favorites too.
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Filling the Sales Pipeline – Who’s to Blame?
- August 12, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
You’ve installed the latest and greatest application to track, monitor and review your pipeline. You’ve provided them with training to assist them in adding new opportunities to the pipeline. You’ve let the sales force know that they must add new opportunities to the pipeline now. There are individual goals and quotas that support the team’s goals and quotas and it’s now or never.