Understanding the Sales Force

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Coaches Benefit from Tryouts, Sales Managers Fail Using Gut Instinct

Understanding the Sales Force

As I think back to high-school baseball, a couple of things came to mind that have a lot to do with sales development. More important for today's topic, the two baseball coaches are analogous to most of the Sales Managers I have worked with over the past 3 decades. Mike attended two high schools.

Coaching 309
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4 Types of Sales Positions That Can Never Be Replaced by AI

Understanding the Sales Force

I began debunking sales articles when the first ones predicting the death of selling appeared circa 2008. Later, articles predicting the end of selling became both more prolific and more specific including the certain death of: Solution Selling Cold Calling Consultative Selling Sales Process SPIN Selling and more.

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Made Up Sales Statistics and Their Contrast to Real Data

Understanding the Sales Force

A sales consultant who knows that I geek out on sales data read that 84% of salespeople suck because they don't enjoy what they do. A huge percentage of salespeople do actually suck but the actual number is closer to 75%. Is it really because they don't enjoy selling? million salespeople.

Data 308
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Combining Goal Setting with Sales Competencies

Understanding the Sales Force

In today’s article, I introduce my first innovation of 2023, the Sales Goals Grid, but first, some context and the back story! These differences can include things that no longer benefit you, things you vow not to do any longer, as well as productive changes that you need to make. Happy New Year everyone! Not by any stretch.

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Can Preventing Hiring Bias Benefit the Sales Hiring Process?

Understanding the Sales Force

Image Copyright iStock Images. Sometimes things which at first sound really good turn out to be not all that great. Take the recent eclipse for example - can you say overrated? Much ado about nothing? Ken Leeser, a regular reader, suggested that I check out t his article on eliminating bias from hiring.

Hiring 130
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The Power of Smart Differentiation in Sales

Understanding the Sales Force

In order to weigh the benefits, let's look at the current political landscape. On the heels of that article, one interesting theme from the emails I received was the importance of differentiation. Some questioned whether I was exaggerating the importance of differentiation and I think that's a great topic for discussion!

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The Sales Conversation CEO's & Sales VP's Must Have with HR

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan HR Directors love our sales candidate assessments because when they finally learn to select the right salespeople their job becomes easier and they become heroes! Promises of great success would lead you to believe that this is not a difficult sale but it doesn''t always go that smoothly.