Understanding the Sales Force
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More on Push Back from Sales Assessments
- February 29, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Yesterday’s post generated a number of emails – mostly good. But one particular question that was raised deserves a post of its own. The reader asked, “why are your assessments so black and white?” and “why isn’t more attention paid to the strengths and skills?” and “why can’t they be like other assessments which take more of a neutral position?”
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Sales Force Evaluation – How to Deal with Push Back from your Employees
- February 28, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Push back is what your salespeople give you when they receive the results of their evaluation. Push back is what you get from your sales managers when they get the results of the evaluation of their sales force. I’ve written about push back before but I need to explain why you get push back.
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Top 3 Mistakes Companies Make When Hiring Sales Managers
- February 26, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Companies hire sales managers all the time and while some of those decisions are good ones, a lot more of them are ill advised. Today I’ll share the biggest mistakes that companies make when hiring sales managers.
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Sales Force Development – Raising Sales Competencies
- February 21, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Our five-year old son was watching First Knight, now his favorite movie because of the many battles. Last night he said, “You know what’s really weird? When people are hit with one arrow they die, but when King Arthur gets hit with four arrows he doesn’t die until after the battle is over. That doesn’t make any sense.”
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Managing the Sales Force – The Calendar
- February 20, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Your all day event cancels, leaving you with nothing scheduled today. You could:
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Top 10 Steps to Recruit Strong Salespeople
- February 18, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If you’re tired of hiring salespeople who take too long to achieve mediocrity and more often fail to achieve anything noteworthy, some best practices may be in order.
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Sales Force Development – Compelling Reasons
- February 18, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If we’re wrong about the compelling reasons, we’ll be wrong about the solution to present.
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Verizon Wireless – Techs, Lies and Audio
- February 14, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If the title says “Customer Service” then service the customer. Otherwise, the title ought to say “Buy Back Representative”, for all the customers they piss off who leave and go to another provider.
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Sales Force Evaluation – Times Have Changed
- February 12, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The only challenge to this is resistance. I learned from Bob Kriegel, author of three great business books, that people resist for one of four reasons:
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Companies and Their Sales Forces React Differently to Recession
- February 11, 2008
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Rafiki, in his best Dali Lama imitation, says, “Luke bayonde whaat yoo see.” Great leaders have the ability to look beyond the economy as it is and understand how much stronger they will be when prospects and customers begin to freely spend money again. They have the confidence to retool, make changes, optimize, train, develop and improve, knowing that this is the best possible time to work on issues like these.