Understanding the Sales Force
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Two Major Assessments Go Head to Head
- August 10, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Are you getting the intelligence you need to select the right salespeople for your company?
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The Correlation Between the Findings and Performance
- July 28, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The only suitable measures are to correlate performance to the hiring recommendation using the manager’s measure of success – whether the salesperson is meeting or exceeding expectations, however different they may be from company to company, industry to industry, group to group and position to position.
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A Behavioral Styles Assessment vs. OMG’s Express Screen
- July 27, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
One end user assessed only 6 of their people. They cherry picked – their 3 best and 3 worst. They wanted to internally validate the results against some existing people that they knew. They also assessed those six using a popular behavioral styles test which is not sales specific. They said that the behavioral styles test pegged these people perfectly. But in this case, ‘pegged’ means the assessments described the people; their tendencies and behaviors, how they were perceived as people, but not how they would perform in the field or whether they should have been hired.
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Impact on Sales Performance
- July 25, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When your salespeople buy in such a way that it supports the selling process, they’ll expect their prospects to do the same.
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CRM – The Frontier Less Traveled
- July 24, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
CRM should be a no-brainer. That is, it should be highly evident, to even the most doubting of all Thomases, that being able to display the following information is not only helpful, but necessary.
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Getting Prospects to Respond
- July 20, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s not unusual for weak salespeople to generate business by marketing themselves. One of the many methods available is to drop brochures – with secretaries, on car windshields, at the bottom of driveways, via fax or email (not SPAM), attached to door knobs, but never in mailboxes unless you mailed them.
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Death of the Sales Force is Greatly Exaggerated
- July 18, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In a recent post, I blogged about my problem’s with Seth Godin’s article, Death of the Sales Call. Yesterday, a friend mentioned that he viewed a presentation about the Death of the Sales Force. It appeared to be based on an article originally posted in the spring of 2006 by Dr. David McMahon on the Graziadio Business Report. As the saying goes, the reports of this death are premature and greatly exaggerated.
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The Emerging Boy, The Lingering Toddler – Salespeople are Still Like Children
- July 14, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Would you like to know why your salespeople don’t become stronger more quickly? Why they don’t change? Whether there’s hope? How much they can improve? What it will take?
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What is it About Baseball Books?
- July 12, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A recent post on 800CEORead.com was titled ‘What is it About Baseball Books?’. It was a good article but, given the audience, Top Management Executives, I wondered how the author, Jack Covert could have omitted the two baseball books actually written for his audience. They are Jeff Angus’ fine management book, Management by Baseball, and my book, Baseline Selling.
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Time Management vs. Job Management
- July 11, 2006
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
If your salespeople are like most, they aren’t spending nearly as much time as you would like on their primary responsibility of selling. What to do?