Understanding the Sales Force

MARCH 14, 2014

So why didn''t the training on consultative selling stick? That same finding is used to determine how quickly a new salesperson will ramp up and apply what they learned from training. When you provide sales training, it''s not just new skills that you ask people to learn. That could be the punchline but it''s not.

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Understanding the Sales Force

FEBRUARY 9, 2015

While much emphasis is placed on sales training itself, often times, the greatest benefit comes after a sales training session. Take a look at what he submitted and then review my response: sales assessment Dave Kurlan sales training Sales Coaching objective management group'

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Training Groups Sales Coaching Objections 120

Understanding the Sales Force

SEPTEMBER 22, 2016

This is a story about a salesperson who reacted extremely badly to some great training tips and disrupted the training. You won't have to read much in today's post because I included most of it in a short video.

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Understanding the Sales Force

NOVEMBER 17, 2016

I get asked this question a lot: "We've tried sales training before and it didn't really change anything. There are three powerful reasons why sales training won't work, and what you can do that will make it work everytime. Why didn't it work?".

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Understanding the Sales Force

APRIL 1, 2024

As someone who for thirty-eight years has led a global sales consultancy specializing in sales, sales management and sales leadership training, I can use the same words to describe people “who belong” to the sales profession. They should be attending weekly training. They should be reading about sales.

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Decision Maker Call-back Training Groups 156

Understanding the Sales Force

JULY 2, 2015

Yesterday, I had a conversation with a Sales VP about the training he said he wanted (but didn't really) for his sales team. In most cases, unless the Sales VP initiates the call, bringing someone in from the outside really isn't high on the priority list.

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Understanding the Sales Force

MARCH 23, 2015

Dave Kurlan sales process sales training sales motivation Sales Tactics Closing Sales sales compensation sales opportunities bb king how to be memorable time management for sales managers sales methodologies' Sometimes crappy articles spread like wildfire and the good stuff comes out on a day when people aren''t paying attention.

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Understanding the Sales Force

APRIL 15, 2024

You should spend money on training and development for the twelve challenges I listed above. Not just any sales training, but results-focused sales training with role-plays, and with your sales leaders becoming effective coaches.

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Hiring Discount Decision Maker Call-back 182

Understanding the Sales Force

MAY 16, 2012

Understanding the Sales Force by Dave Kurlan When a room full of sales leaders arrive for two days of intensive training, there are many things that can and do happen. Here are ten suggestions that will make participation a success if you decide to attend an intensive sales leadership training event like this. Early instead of late.

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Understanding the Sales Force

JANUARY 6, 2016

The report claimed that salespeople don't improve their skills as a result of sales training. It was during the break between Christmas and New Years, so perhaps I wasn't as sharp as would be during a regular business day. Maybe I missed something. So I reread the report and the words amazed me even further. Let's take a look.

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Understanding the Sales Force

APRIL 22, 2024

Building a predictive sales scorecard – their creations tend to be marketing-like (proximity to target) instead of sales (conditions predictive of a win) Training and coaching their sales leaders and sales managers to effectively coach – If they could actually do this they would have done it!

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Comparison Construction Compensation Sales Leadership 193

Understanding the Sales Force

JUNE 3, 2016

It was a promotion from Top Sales World (TSW) to download a "Free Big Data-Driven Sales Training Report for Your Industry." All three of us are committed to being the best at what we do. Yesterday I received an email that you might have received too. TSW was simply the messenger in this case, with the provider being The Sales Board.

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Understanding the Sales Force

FEBRUARY 25, 2024

You need to develop a culture of coaching and that begins with requiring it, and having an expert, like me, train and coach sales managers to do it effectively and get an instant revenue bump. It’s low hanging fruit. Both parties are already in place. Well, not really. Isn’t that a sad statement of the times?

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Understanding the Sales Force

MARCH 20, 2024

This begins with training and coaching Sales Leadership to support such an organization. Salespeople need to be trained too, but as much time needs to be spent on beliefs as it does on Sales Process, Sales Methodology, Sales Strategy, and Sales Tactics.

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Sales Process Sales Methodology Decision Maker Pipeline 334

Understanding the Sales Force

SEPTEMBER 27, 2022

One of their issues was their 20% win rate was much lower than they thought it should be and they believed their salespeople needed some refresher training on closing. They also had a large number of opportunities stalled in the pipeline and they believed that training on more effective techniques to conduct follow up calls would help.

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Software Software Follow-up Groups 261

Understanding the Sales Force

FEBRUARY 9, 2021

The enthusiasm for the training was not unusual because I used my own Fantasy Camp experience as the model for content creation. I wondered, "Why can't sales and sales leadership training be just as enjoyable, stimulating, challenging and memorable as my camp experience was?".

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Sales Leadership Follow-up Coaching Up-Sell 353

Understanding the Sales Force

MARCH 3, 2022

Which Salespeople are Easier to Train - Veteran Salespeople or Millennials? The exact same thing happened to a salesperson I was training. Regular readers may remember Dinger from these posts: My Dog Has Better Listening Skills Than Most Salespeople. Top Salespeople are 631% More Effective at This Than Weak Salespeopl e.

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Understanding the Sales Force

NOVEMBER 6, 2023

When my team is training salespeople, we are challenging them to leave their comfort zone and do what they have been unable or unwilling to do in the past. Selling in your own voice is important! ( Watch his February 11, 2023 interview with me. There is another side to consider.

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Understanding the Sales Force

MARCH 13, 2024

But lately, when I talk with the Kurlan & Associates team, the topic is consistently about salespeople who push back on our sales training and coaching when it comes to dealing with RFPs. ” When training and coaching salespeople, theory is not enough. He started strong which you can see here.

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Understanding the Sales Force

AUGUST 10, 2022

You may have read that the latest legislation out of Washington DC provides $80 billion for the hiring, arming and training of close to 80,000 new IRS (Internal Revenue Service is the US Tax Agency) agents to nearly double the size of the agency. Did you catch the part about arming IRS agents?

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Understanding the Sales Force

SEPTEMBER 20, 2023

If you want to achieve greater sales or sales leadership success, the very best thing you can do is to invest in training and coaching. It won’t be nearly as powerful as training and coaching but it won’t hurt either. Whether your company provides it for you, or you get it yourself doesn’t matter.

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Understanding the Sales Force

JUNE 27, 2023

The third time, the feedback is more direct and comes during or after a sales training kick-off. The positive group tells us the training is “life-changing,” a “breath of fresh air,” a “logical approach for them to follow,” a “welcome methodology to make them much more effective,” etc.

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Hiring Consultative Selling Coaching Report 156

Understanding the Sales Force

MARCH 13, 2024

But lately, when I talk with the Kurlan & Associates team, the topic is consistently about salespeople who push back when our sales training and coaching is specific to RFPs. When training and coaching salespeople, the theory of how to sell to companies that buy via the RFP process is not enough.

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Understanding the Sales Force

NOVEMBER 29, 2023

You have three options: Send emails that don’t work Push through the discomfort, get trained in the art of making cold calls and call your targeted audience Get enough referrals and introductions so you don’t have to use either 1 or 2. Here is a link to self-directed online sales training that will make you better on the phone.

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Understanding the Sales Force

FEBRUARY 10, 2022

The company that provides us with cyber-insurance required that our entire team watch a series of 21 training videos to make us more aware of how hackers operate, how easy it is to be hacked, and what we must do differently in order to protect our data, privacy and accounts. I found it challenging to write this article.

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Understanding the Sales Force

JANUARY 27, 2024

Most sales training is product-focused instead of sales development. Most companies set budgets that formulaically increase year-over-year budgets by just 3.5%. The sales recruiting process and selection criteria at most companies are horrible. Most salespeople are not consistently or effectively coached.

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Sports Analysis Outbound Examples 182

Understanding the Sales Force

JUNE 1, 2021

Among other topics, we asked them two questions about travel and in-person training and here is what they had to say: My first attempt to understand how 2022 might look was to survey Objective Management Group's Partners (sales development experts that provide OMG's assessments to their clients).

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Travel Survey Groups Objections 323

Understanding the Sales Force

SEPTEMBER 22, 2021

So when a promotion for an upcoming webinar appeared in my Twitter feed last week I was equally astounded by the lack of anticipatory awareness of the sales training firm and online publication promoting it. Is that even possible? It said: "Is Your Sales Team Ready for the Coming Economic Boom?".

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Sports Promotion How To Webinar Metrics 312

Understanding the Sales Force

APRIL 9, 2020

I also included three videos that I extracted from a sales training session earlier this week. In today's article, I'll blend my usual mix of statistics with some personal observation from the clients I have been helping for the past three weeks. You'll be surprised!

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Company Face-to-face Consultative Selling Pipeline 353

Understanding the Sales Force

OCTOBER 12, 2022

I receive calls and emails that begin with things like "My salespeople are complacent" or "My salespeople need some training on closing" or "My salespeople aren't bringing in enough new business" or "My salespeople need help with negotiating" or "Our team has a lot of stalled opportunities." it's the same with sales teams.

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Understanding the Sales Force

SEPTEMBER 18, 2023

I think you even told me in one of my original trainings,’It sounds like you are not talking to the person who makes the decisions.'” ” It’s been years since Freddy was in training so why did it take so long for him to change his sales strategy?

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Decision Maker Insurance Insurance Call-back 193

Understanding the Sales Force

APRIL 3, 2024

While coaching is private, training is more public as it usually takes place in front of others. The lower their Responsibility score is, the more likely it is that if change fails to materialize, they could make an excuse to justify the lack of action.

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Data Construction Coaching Face-to-face 130

Understanding the Sales Force

JUNE 8, 2023

Yesterday, Andy Miller and I delivered onboarding training to a group of new partners at Objective Management Group (OMG). With yesterday for context, I will answer the following important question: Which is better – live training, self-directed training, or blended training? With self-directed training That.

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Training Face-to-face Travel Groups 156

Understanding the Sales Force

AUGUST 28, 2020

Would you take a train between intersections of the same city block, usually a 2-minute walk? Would you fly on a huge jet from Minneapolis, Minnesota to St. Paul, Minnesota, usually a 15-minute drive? Would you take a bus to the bottom of your driveway - usually a 1-minute walk or less?

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Hiring Company Examples Training 275

Understanding the Sales Force

OCTOBER 25, 2023

Here are the 10 steps: Raise Expectations as to what a sales-driven organization should achieve if everyone was committed to sales excellence Evaluate the Sales Organization using an Objective Management Group (OMG) Certified Sales Expert and Sales Team Evaluation Review the results with your sales expert and allow them to recommend the appropriate (..)

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Outsourcing Services Territories Proposal Sales Methodology 193

Understanding the Sales Force

JANUARY 28, 2021

In addition to the corporate training that Kurlan & Associates provides, there are also 3 self-directed Baseline Selling online courses. Today, fifteen years later, that book is still #15 on Amazon. I thought I was pretty unique when it came to combining selling and baseball but I was wrong.

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Understanding the Sales Force

NOVEMBER 6, 2019

No sales training or coaching either. No data or statistics today. This won't be a lesson for sales managers or sales leaders. This is my rant of the day.

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