Dave Kurlan

Anatomy of the Million Dollar Producer

I was listening to Red Sox manager Terry Francona being interviewed on one of Boston's sports radio stations the other day when I heard him say, "When we get information we try to know what information we are getting."  Huh? It turns out that he...

How Do Companies Retain Their Underperforming Salespeople?

I explain the difference between lousy salespeople and good salespeople in terms of line items and investments in this article. Tony Cole was my guest on this week's episode of Meet the Sales Experts.  Among his many helpful tips was his "Where's Waldo" exercise. ...

One Hidden Gem in 10 Sales Management Challenges

Hi Everyone, Here is the link for Yesterday's article, Lousy Salespeople vs. Great Salespeople - Line Item or Investment?  Below you'll find the link for today's new article. You have a sales force and some of your salespeople are difficult to manage.  There are varying...

Lousy Salespeople and Great Salespeople – Line Item or Investment?

Lousy salespeople are a line item but great salespeople are an investment.  It's actually much worse than that. The line item on your lousy salespeople is only a fraction of what they really cost. Don't believe me?  Then answer these three questions: Do you have...

Anatomy of the Worst Sales Call Ever

The company rep showed up and looked at the plumbing.  We had a very short discussion, mostly him telling me what he could do because he was an expert.  After about 10 minutes with me, he left.  Two days later I received an emailed...

Football’s Pitch Count and its Connection to Sales Management

Herm Edwards, currently of ESPN and formerly the Head Coach of the Kansas City Chiefs, was interviewed on WEEI, Boston's Sports Talk Radio station today.  He said a couple of things that were quite compelling: When asked about pro football players that get in trouble,...

Who Do You Call When Your Sales Forecast is Busted?

When your short-term sales forecast indicates that you'll come up short this period (month), what do you direct your salespeople to do in order to fill the gap? Do you have them: Intensify Their Cold Calling? - That's appropriate if you're in a very short…

When the Sales Goals Change but the Behavior and Results Don’t

Suppose that you need your salespeople to find significantly more new business.  Perhaps you've wanted this for a while but it's only recently that you communicated this to your salespeople.  You've changed the goal but after a month your salespeople's behavior and results haven't...

Call Reluctance in Salespeople – Causes, Factors, and Predictors

I can't believe all of the positive feedback you've sent relative to the new White Paper on Sales Longevity - The Science of Predicting Sales Turnover.  Thank you all so much. Several of you asked questions about your salespeople who are failing, and whether it...

Customer Service Neutralizes Efforts of Your Sales Force

I am more convinced every day that the most overlooked and under-rated sales function in most companies is their customer service department. This extends beyond toll-free phone numbers and includes the people you meet when you walk into a company's retail locations too. When was…

Sales Advice Hits the Spot in April Inc. Magazine

I wouldn't normally recommend Inc. for your Sales Force but the April 2010 issue actually has some helpful articles. Their Trio of stories, beginning on page 83, have some good quotes.  The first story is about a nuclear power plant salesperson who sells the right...

3 Sales Approaches of Elite Salespeople

On yesterday's episode of Meet the Sales Experts, my three guests, sales development experts Chris Mott, Frank Belzer and Rick Roberge, discussed the topics behind their upcoming presentations at the MIT Sloan School of Business Sales Club Conference on May 7. When addressing a...

What Happens When Sales Expectations Aren’t Met?

There was a tremendous amount of hype surrounding the Red Sox-Yankees opening day game.  Two ace pitchers were to take the mound when Josh Beckett, pitching for the Sox, would face CC Sabathia, hurling for the Yankees.  Two of the best pitchers going head...

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