Understanding the Sales Force

JUNE 6, 2018

Companies want them, get excited about them, believe they are important, pay tens of thousands of dollars for them, and invest many hours collaborating for a successful final document. You won't believe the wasteful things that happen next!

Data 226

Data CRM Distribution Study 226

Understanding the Sales Force

DECEMBER 22, 2014

Quickly create a page like this one that I built in Postwire for a professional, slick, and impressive way to share necessary documents, collateral and content instead of sending via email. Follow my lead and conduct video conferences. Improve Your Sales Capability. Skills are only a part of what can make you effective.

Face-to-face 275

Face-to-face Commission Exercises Sales Qualified Lead 275

Understanding the Sales Force

NOVEMBER 7, 2012

Decades ago, when people photocopied a document, it was referred to as Xeroxing (after copier pioneer, Xerox). Last year, when someone prayed on the football field, young people called it Doing the Tebow (after Tim Tebow, the NFL Quarterback). Over the past four years, the national health care package has come to be known as Obamacare.

Health Care 222

Health Care Campaigns Fashion ACT 222

Understanding the Sales Force

JUNE 22, 2013

Here are two exaggerated examples: Educated - Where is the documentation for this? In my not so humble opinion, if you want to put an educational requirement on sales candidates, it should be that they are street-smart rather than degreed. Show me where to go for that? How does this information apply?

Hiring 275

Hiring Google Face-to-face Education 275

Understanding the Sales Force

APRIL 6, 2012

Understanding the Sales Force by Dave Kurlan The pros and cons of both commission-based sales positions and salaried positions have been well-documented, so we won't be discussing that in this article. Let's talk about something other than questioning which compensation plan is best for your company and its salespeople.

Compensation 197

Compensation Salary Commission Positioning 197

Understanding the Sales Force

APRIL 1, 2014

It has been well-documented that effective coaching will positively impact sales. Effective coaching will lead to all of the desired outcomes. In this case, coaching was used for evil purposes, but it was coaching nonetheless. Let''s discuss coaching.

Coaching 222

Coaching Sales Management Sales Coaching Positioning 222