Understanding the Sales Force

SEPTEMBER 9, 2013

Understanding the Sales Force by Dave Kurlan There are more sales experts, self-professed and otherwise, than ever before. There is more free content on sales and selling than anyone could have imagined. There are categories of sales tools and CRM applications where none existed a few years ago.

Sales Management 288

Sales Management Hiring Compensation Trends 288

SBI Growth

OCTOBER 11, 2012

Sales teams are getting their 2013 numbers. For the Sales Leaders who learned how to set quotas at the SBI Make the Number tour ( register now! ), the results will be quite different. 2013 results will uncover some long-hidden flaws in the sales force. This blog is NOT about how to correctly set your sales quotas.

Quota 257

Quota Compensation Commission Margin 257

SBI Growth

OCTOBER 29, 2012

This post will help you test a redesigned sales compensation plan to ensure cultural fit. Plus, you’ll find advice on compatibility with other sales effectiveness drivers. Let’s suppose HR is fully engaged for redesign of a 2013 Sales Compensation plan. That would make 2013 worse than this year! What can be done?

Compensation 253

Compensation Hiring Incentives Incentive 253

Understanding the Sales Force

DECEMBER 18, 2013

Understanding the Sales Force by Dave Kurlan. Also, I did not include the article that was awarded a Gold Medal for Top Sales & Marketing Article of 2013 earlier this week. Here they are in no particular order - My Top 10 Articles of 2013: SALES. The Key to Powerful Sales Conversations. SALES MANAGEMENT.

Decision Maker 214

Decision Maker Compensation Call-back Consultative Selling 214

SBI Growth

AUGUST 15, 2012

“Freedom lies in being Bold” – Robert Frost Are you consistently bringing bold sales strategy ideas to the VP of Sales? To be a world class Sales Operations leader, pick up the pace. Quantifying the potential impact for their sales leader. Sales Operations Success = Insight + Execution.

Infusion 244

Infusion Data Ideal Customer Profile Strategy 244

Understanding the Sales Force

OCTOBER 7, 2013

Understanding the Sales Force by Dave Kurlan One of the comments on my article, The Validiation of the Sales Assessment Validation , mentioned the reluctance of CEOs and Presidents to redeploy or terminate ineffective sales managers. Lack of overall sales performance is an easily recognized problem.

Sales Management 277

Sales Management Hiring Forecasting Coaching 277

Understanding the Sales Force

MAY 5, 2014

Understanding the Sales Force by Dave Kurlan During the past 9 years I have written the occasional Top 5, Top 10 and Top 20 Articles and we have now put them into a series of their own. In no particular order they are: Top 10 Sales Competencies. Top 10 Sales Management Functions. 10 Sales Coaching Examples.

Hiring 252

Hiring Sales Management Decision Maker Cold Calling 252

Understanding the Sales Force

JULY 23, 2013

Understanding the Sales Force by Dave Kurlan I found it difficult to select the top 5 articles because top 5 means different things to me. MOST POPULAR SALES ARTICLE. MOST POPULAR SALES ARTICLE. The most popular article was an article from two years ago, What''s the Difference Between Sales Commitment and Motivation.

Sales Leadership 232

Sales Leadership Consultative Selling Motivation Video 232

The Sales Hunter

JANUARY 24, 2013

It seems every salesperson is focused on what their goals are for 2013. Make it a key part of every sales call over the next 30 days to find out what your customer’s goals are for 2013. If you’re a sales manager reading this, make this a key part of what you address with your people.

Positioning 232

Positioning Motivation Customer Opportunity 232

SBI Growth

SEPTEMBER 2, 2012

Sales Operations Leaders aren’t making data meaningful today. In fact, when asking Sales Operations Leaders what qualitative data they had gathered, here are their responses: Conducted internal win/loss debrief on large opportunities. Look for how the customer is engaging with the sales rep.

Data 267

Data Analysis Sales Operations Buying Cycle 267

The Sales Hunter

SEPTEMBER 24, 2013

Sales managers without even trying are very good at taking profit right out of their company. Sales managers place inordinate pressure on salespeople to close the sale immediately, and in so doing, they are telling the salesperson to cut the price as a way of getting the order now. ” Sales Motivation Blog.

Sales Management 217

Sales Management Discount Consultative Selling Face-to-face 217

Understanding the Sales Force

FEBRUARY 21, 2013

Understanding the Sales Force by Dave Kurlan An interesting article, Secrets to Developing Successful Sales Managers , by Xactly's CEO, Christopher Cabrera, was posted on Selling Power's 2/19/13 blog. This article lists the top 10 sales management competencies. c) Copyright 2013 Dave Kurlan Selling skills!

Hiring 243

Hiring Sales Management Territories Analysis 243

Understanding the Sales Force

MAY 22, 2014

Understanding the Sales Force by Dave Kurlan I read this terrific post from our friends at New-Hire.com about the best sources for candidates in general. It certainly applies to sales candidates as well. In this case, results must equate to successful salespeople and sales managers who achieve and even overachieve.

Sales Management 246

Sales Management Top of Funnel Decision Maker Webinar Metrics 246

The Sales Hunter

OCTOBER 18, 2013

If and Then : The two words no sales manager ever wants to hear. ” The reasoning goes like this: “ If we could cut our price, then I know I could close more sales.” ” The reasoning goes like this: “ If we could cut our price, then I know I could close more sales.”

Sales Management 232

Sales Management Consultative Selling Selling Skills Motivation 232

Jeffrey Gitomer

JUNE 11, 2013

The post Jeffrey Gitomer – Named one of the Top Sales & Marketing Influencers for 2013 appeared first on Jeffrey Gitomer’s Sales Blog. Sales Sales Management Success Jeffrey Gitomer Sales Training sales sales blog sales training sales training program top sales trainer'

Influencer 196

Influencer Marketing Training Sales Management 196

The Sales Hunter

MAY 31, 2013

It is time to get it out on the table and say once and for all that if you are a sales manager, you are in a dead-end position. If you are a salesperson and you want to be promoted to a sales manager position, it’s time to change your thinking. Sales managers manage processes.

Sales Management 237

Sales Management Consultative Selling Policies Selling Skills 237

The Sales Hunter

AUGUST 16, 2013

Let’s do a quick review of some of the key activities the typical sales manager — or sales leader — does. Sales managers put them together properly, adding information where necessary, and send them up the chain of command on time. Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Management 212

Sales Management Selling Skills Sales Leadership Sales 212

Anthony Cole Training

DECEMBER 17, 2012

Are you prepared to succeed today in Sales, Sales Management, Business and Life? Let me take a minute to answer for myself and then I'll get on with the rest of the post: Sales - yes, Sales management - kind of, Business - yes. In sales management you would likely look at sales.

Sales Management 204

Sales Management InsideView Webinar Metrics Incentive 204

Understanding the Sales Force

OCTOBER 2, 2013

Understanding the Sales Force by Dave Kurlan A title like, "Presidents & CEO''s: 4 Out of 5 Sales Managers Are Ineffective", will cause some Sales Directors, Sales VP''s and Sales Managers to click and read the article. Do you have a way to objectively evaluate sales management performance?

Sales Management 246

Sales Management Objections Analysis Groups 246

HeavyHitter Sales

DECEMBER 17, 2012

Here’s one of my recent Harvard Business Review articles titled “TOP TEN SALES TRENDS FOR 2013.”.   What are the top business-to-business sales trends for 2013? Here’s my list based upon my experience of working with some of the world’s best sales organizations this past year.

Trends 153

Trends Decision Maker Territories Analysis 153

Understanding the Sales Force

APRIL 4, 2013

Understanding the Sales Force by Dave Kurlan The latest interview between Jonathan Farrington, CEO of TopSalesWorld , and me is available here. We discussed why only 17% of all sales managers are effective at coaching and the conversation was very enlightening. DNA - They don''t have the DNA to support effective sales coaching.

Coaching 227

Coaching Sales Management Incentives Incentive 227

Understanding the Sales Force

MARCH 13, 2013

Understanding the Sales Force by Dave Kurlan Last week I posted an article that linked to two additional articles I wrote for EcSell Institute and Top Sales World. Effectively applying a consultative sales process helps to accomplish this. c) Copyright 2013 Dave Kurlan I will share the article I wrote for EcSell below.

Coaching 264

Coaching Sales Management Decision Maker Competition 264

SBI Growth

OCTOBER 31, 2012

In Business Services companies, Operations executives usually have more power than Sales executives. Operations leaders often have a disproportionate amount of influence over Sales functions. Sales executives, by contrast, are often viewed as wanting to take foolish risks. Ops says Sales doesn't understand the business.

Influencer 282

Influencer Strategy Policies Lead Gen 282

Understanding the Sales Force

JANUARY 24, 2014

Understanding the Sales Force by Dave Kurlan I was listening to a Boston Sports Radio Station, the same one I wrote about here. It got me thinking about the road most often taken to sales management. Compared to the rocky road to coaching in the NFL, the road to sales management absolutely sounds like a road paved with gold!

Sales Management 222

Sales Management Webinar Metrics Coaching Sports 222

The Sales Hunter

JULY 27, 2013

A sales manager can help tremendously if they occasionally go on sales calls with their salespeople. I call this the “four-legged sales call.” ” Problem is too managers won’t do this at all — or when they do it, they do it wrong. ” Sales Motivation Blog. .

Video 192

Video Sales Management Consultative Selling Motivation 192

Understanding the Sales Force

APRIL 29, 2013

Understanding the Sales Force by Dave Kurlan I am asked quite often about the Challenger Sales model. I am certainly not the only one scratching my head about why The Challenger Sale is getting so much attention. One of the premises of the Challenger Sale is that Relationship Selling and Solution Selling are dead.

Sales Management 205

Sales Management Lead Rank Consultative Selling Study 205

Steven Rosen

NOVEMBER 15, 2012

New book helps sales managers unlock hidden sales potential (available in paperback). The sales manager is the pivotal person in the sales-driven organization, and Steven’s book shows you how to excel!” Get you copy now and be ready to take sales to a new level in 2013.

Hiring 296

Hiring Pivotal Sales Talent Small Business 296

The Sales Hunter

SEPTEMBER 27, 2013

As a sales manager, one of your jobs is to make sure your salespeople are equipped to succeed when selling to purchasing departments and/or buyers. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Sales Management 190

Sales Management Selling Skills Buyer Motivation 190

Understanding the Sales Force

MARCH 3, 2014

Understanding the Sales Force by Dave Kurlan Before I get to the meat of today''s article, I have one last request for you to participate in this very important survey on sales force function. As usual, this argument got me thinking about sales management (the coaches) and salespeople (the players). Take the Survey.

Sales Management 205

Sales Management Travel Sports Coaching 205

The Sales Hunter

SEPTEMBER 20, 2013

One of the easiest things sales managers and senior management can do is to call every person they know at a client company. Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog. Sooner you make the calls, the better. Objective of the calls is three-fold.

Sales Management 202

Sales Management Cold Calling Closing Consultative Selling 202

SBI Growth

AUGUST 6, 2012

Are your sales resources properly aligned with growth opportunity ? The Sales Leader is about to receive the 2013 Revenue Number. He will rely on you, the Head of Sales Operations, for sales strategy advice. Find out if your sales resources are aligned with growth opportunity by using the Sales Growth Pin Pointer.

Opportunity 316

Opportunity Strategy Banking Territories 316

Steven Rosen

JANUARY 2, 2013

Front line sales managers drive performance! Consider the following: The #1 performance factor for sales people is the quality of their manager. The #1 manager activity associated with rep success is coaching. Highly effective sales coaches impact sales performance by as much as 20%!

Coaching 282

Coaching Sales Management Sales Coaching Benefit 282

SBI Growth

NOVEMBER 14, 2012

66% of Sales Reps believe that increasing the time invested by sales managers would help to increase their sales. Don’t wait for your manager to come to you. You’re at a point in the year where you are discussing 2013. Your manager obviously wants you to succeed and hit these numbers.

Ideal Customer Profile 300

Ideal Customer Profile Lead Rank Lead Scoring Analysis 300

Understanding the Sales Force

JANUARY 13, 2014

Understanding the Sales Force by Dave Kurlan It’s an interesting question and one that has more than one answer. I wrote an article back in September of 2013 that asked the question, Are Sales and Sales Management Candidates Getting Worse? Consider the way that most companies hire people for sales roles.

Hiring 273

Hiring Face-to-face Groups Webinar Metrics 273

SBI Growth

JANUARY 2, 2013

Another year has gone by, and you fell short on your sales number. But you can excel in 2013 because of your shortcomings in 2012. And with these answers come chances for improvement in 2013. Talent Assessment of Sales Leadership and Sales Reps. Talent Assessment of Sales Leadership and Sales Reps.

Sales Qualified Lead 267

Sales Qualified Lead Lead Rank Lead Scoring Lead Gen 267

SBI Growth

DECEMBER 4, 2012

A post for Sales and HR leaders to ensure success of 2013’s Sales compensation plan. Fast forward to April of 2013. A Chief Sales Officer is meeting with Sales VPs and the VP of Sales Operations. They are trying to decide between keeping and scrapping the recently-implemented Sales Comp Plans.

Compensation 292

Compensation Channels Fashion Construction 292

Anthony Cole Training

MARCH 19, 2013

There are several GREAT speakers in the general sessions, but it is not a conference where you will find constant discussions about the art and science of selling or sales management. Whenever I hear a talk, a message or a point of view, I find myself automatically translating it to sales and sales management.

Hiring 196

Hiring Banking Survey Conference 196