Understanding the Sales Force
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Sales Education – New Events, Articles and Books
- February 28, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Today’s article has a collection of links to help you, your sales managers and your salespeople become more effective.
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How to Use Playlists to be More Effective at Selling
- February 27, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Clients don’t usually know what they really need, but instead often identify what they think they need. Clients hardly ever know what their problems truly are, but some have identified symptoms.
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What Makes a Lead a Good Lead?
- February 22, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
A dozen leads came in today and among them were leads from DELL and Bose. Both are large companies and might even make great clients but are they good leads? That all depends on who you ask.
So I pretended to ask 6 salespeople that I’ve worked with over the past several years. I pretended to say, “I have leads from DELL and Bose – are you interested in either of them?” And here is how the imaginary conversation went from there:
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What It Really Means When CRM Isn’t a Sales Force Priority
- February 15, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
It’s rare when a company isn’t using something for CRM, even if it’s an old version of ACT. In most companies, it’s not whether they are using CRM, it’s which CRM they have chosen to use and whether the CRM has actually been adopted. The CRM application of choice is completely useless to management unless the entire sales force is using it as intended.
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Top 7 Reasons Why Ineffective Salespeople Get By
- February 14, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
the typical salesperson receives, on average, 3 days of sales training in their entire career. I’ve interviewed thousands of salespeople (the good ones who have been recommended by the Assessment and performed well on a phone interview) and most of them have never had a single day of professional sales training. And practice? I can tell you that in the past 26 years, there has not been a single client whose salespeople had been practicing the art and science of selling before I required them to start practicing.
Why aren’t salespeople getting enough professional training before and during their employment?
Why aren’t they getting coached the way they should?
Why aren’t they practicing?
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10 Sales Coaching Examples
- February 13, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Your system for coaching – the frequency, duration and process – should remain consistent, but it is important to remember these variations. All of the people whom you coach or should be coaching are unique individuals and need you to work with them in a way that is most beneficial to them, not you.
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How Many Sales Candidate Assessments Does it Take?
- February 9, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Why wouldn’t you just wait until the end of the process to assess the candidates? Three reasons:
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Top 10 Sales Training Realities Versus What You Believed
- February 8, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
Belief – Most believe that after a day of comprehensive training, salespeople will have the understanding, tools and experience to get on the phone, go out in the field, use what they learned and be effective.
Reality – After a day of training, salespeople still have the old, worn-out, ineffective approach down cold. It’s muscle memory. The new approach (even if they took notes and practiced it during training, even if the approach is highly effective, time-tested and proven) is as strange to them as the thought of eating monkey brains for dinner. They’re still using a modified version of their old approach rather than a modified version of the new approach. They are definitely not using the new approach as taught.
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Sales Strategy and Tactics – Thoughts from the Super Bowl
- February 6, 2012
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
In my opinion, football is the sport based more on strategy while baseball is the sport based more on tactics.