Understanding the Sales Force

A client has a small sales team in the northeastern US.  Last week the CEO reconnected with the sales team to check if everyone was selling properly.  They weren't.  The team had lost a few cu...

https://www.kurlanassociates.com/understanding-the-sales-force/2024/pump-it-up-for-sales-performance/

When it comes to sales onboarding, nearly half were not onboarded in their first sales job and 23% more received no sales training relative to how the company's products/services should be sold.�...

https://www.kurlanassociates.com/understanding-the-sales-force/2024/onboarding-and-11-other-reasons-why-most-salespeople-fail/

We were away for most of April, watching our son play his senior year of college baseball. When we left Massachusetts, the calendar said early April, the grass and gardens were still dormant and ...

https://www.kurlanassociates.com/understanding-the-sales-force/2024/winning-retaining-business-when-there-is-competition/

A properly constructed sales scorecard objectively scores an opportunity and accurately predicts whether or not you will win the business.  Not to be confused with a marketing scorecard which sc...

https://www.kurlanassociates.com/understanding-the-sales-force/2024/people-are-fickle-and-the-case-for-sales-scorecards/

When it comes to the ten best practices for sales organizations, most CEOs, CROs, CSOs, and Sales Managers lack the expertise in much the same way I lack the expertise to professionally construct...

https://www.kurlanassociates.com/understanding-the-sales-force/2024/exposing-the-diy-sales-organization/

It seems like a recession is on our doorstep. Most salespeople haven't experienced selling in a recession since 2009, fifteen years ago.  That means there are few experienced recession-proof sal...

https://www.kurlanassociates.com/understanding-the-sales-force/2024/ominous-signs-for-sales-teams-and-baseball-can-help/

Coaching salespeople is challenging.  When they aren't responsive to coaching it's not only more difficult, it is downright frustrating. When you're attempting to coach unresponsive salespeople ...

https://www.kurlanassociates.com/understanding-the-sales-force/2024/baseball-the-toad-and-coaching-unresponsive-salespeople/

These are the top 10 articles in 25 categories on sales, sales leadership, sales assessments, sales performance, sales excellence, sales process and more. The post 250 Best Articles on Sales an...

https://www.kurlanassociates.com/understanding-the-sales-force/2024/200-best-articles-on-sales-and-sales-leadership-by-category/

While coaching is private, training is more public as it usually takes place in front of others.  Salespeople who have the greatest incentive to change are those who are the most trainable.  Th...

https://www.kurlanassociates.com/understanding-the-sales-force/2024/the-data-what-percentage-of-salespeople-are-really-coachable/

As someone who for thirty-eight years has led a sales consultancy specializing in sales, sales management and sales leadership training, I can easily say the exact same things about people "who b...

https://www.kurlanassociates.com/understanding-the-sales-force/2024/was-the-easter-sermon-about-salespeople/