Understanding the Sales Force
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Top 5 Insights From Latest Sales Organization Studies
- February 7, 2013
- Posted by: Kurlan & Associates, Inc.
- Category: Understanding the Sales Force
The folks over at IKO Systems were nice enough to send me a collection of infographics which they call 66 Crazy Sales Figures. I finally had a chance to read through it and found 5 sales figures which, after I combined them, are quite interesting:
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Dan Pink Hits and Then Misses the New Key to Sales Performance
- February 6, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Why do brilliant people, like Dan Pink, look at research and then reach faulty conclusions?
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Sales Hiring Chronicles: The Doctor, The Drug Dealer and The User
- January 31, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Recruiters think that all of their candidates walk on water. Clients think that because of our assessment, quality advice and guidance that we walk on water.
So the recruiter sends 5 of the best candidates ever to the client, who has them assessed, and 3 are not recommended. The recruiter is upset, “Why are you using that stupid assessment? You don’t need that! I know these candidates and they’re awesome.”
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Top 10 Problems with Veteran Salespeople
- January 28, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
For companies who want to grow revenue, veteran salespeople cause more problems than any other factor. After all, if you have a young, energetic group, there’s nowhere to go but up and everyone knows that they need to improve. On the other hand, veteran salespeople believe that they know everything and everyone and probably could lead the sales training class.
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Baseball’s Huge Impact on Sales Performance
- January 22, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Let’s use Algebra to get a better handle on sales methodology and where it fits in the grand scheme of things. Consider the following formula:
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Are Your Strategic Partnerships Your Passive Sales Force?
- January 18, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today, more than ever before, strategic partnerships, both formal and informal, are an important element of conducting business. They exist at all levels, including these 10:
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Why Accidental Sales Training Works More Effectively
- January 15, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
We stopped in a parking lot adjacent to a busy highway and when I opened the car door, she leaped out and ran toward the oncoming traffic. In a panic, we began screaming. What does all that have to do with sales and sales training?
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Sales Process – Top 10 Reasons Why Sales are Lost
- January 14, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
When a salesperson fails to land a deal, sale or order which they expected, projected, forecasted and pre-banked, nine times out of ten, you can lay the blame on one of the following ten conditions:
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Best Way to Sell and/or Manage a Sales Force?
- January 10, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
The biggest issue affecting salespeople, sales managers, sales leaders and even Presidents and CEO’s is this: For most of them, the way they know, the way they do it today, the way they have always done it, is the “best way”. They simply don’t know what they don’t know. Of course, some are worse than that. They know that they know it all.
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Tighter Sales Metrics at New Year Leads to Improved Success
- January 7, 2013
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
That leads to your KPI’s (Key Performance Indicators) or metrics which drive revenue. If you collect these now via a daily huddle, that’s terrific; let’s tighten them up. If you don’t currently have your sales team calling in every morning for 10 minutes, you’re missing out on a critical piece of accountability, team-building and intelligence.
How can you tighten up your metrics?