Understanding the Sales Force

MAY 28, 2014

Understanding the Sales Force by Dave Kurlan Before we discuss how to improve sales training, a quick promo for the latest and greatest taking place over at the ever improving Top Sales World. The June issue of Top Sales Magazine has been published and you can download it here. More on Baseball and Sales.

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Training Coaching Comparison Territories 246

The Sales Hunter

MAY 2, 2013

I spend a lot of time with division heads, sales managers and salespeople, and it’s not unusual for the topic of sales training to be discussed — especially in context of how important it is or isn’t. . Does sales training really deliver better outcomes for sales teams?

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Training Sales Management Motivation Sales 206

Mindtickle

AUGUST 28, 2023

With those unique circumstances in mind, the importance of effective sales training cannot be overstated. In this blog post, we’ll outline the unique challenges faced in pharmaceutical sales training and provide practical solutions. What are some challenges in pharmaceutical sales training?

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Pharmaceuticals Training Collateral Face-to-face 52

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. c) Copyright 2013 Dave Kurlan'

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Consultative Selling Training Conference Coaching 253

Understanding the Sales Force

APRIL 4, 2013

Understanding the Sales Force by Dave Kurlan The latest interview between Jonathan Farrington, CEO of TopSalesWorld , and me is available here. We discussed why only 17% of all sales managers are effective at coaching and the conversation was very enlightening. DNA - They don''t have the DNA to support effective sales coaching.

Coaching 221

Coaching Sales Management Incentives Incentive 221

Your Sales Management Guru

OCTOBER 1, 2012

Preparing for 2013. I thought I might simply highlight a few points from both sessions since there are pertinent for everyone as we move into 2013. 1. Some thought that marketing was simply to build awareness of the products/company-to soften the entry for a salesperson. Acumen Management Group Ltd.

Sales Management 71

Sales Management Top of Funnel Hiring Lead Rank 71

Sales Training Connection

MARCH 27, 2013

Given the responses we thought it would be good to shift the focus of the discussion from “ how to coach ” to “how do you train sales managers to coach” If you were tasked with developing a sales coaching program for your company, what would be the design specifications? Some companies just don’t do it.

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Coaching Sales Management Training Consultative Selling 115

Understanding the Sales Force

JANUARY 24, 2014

It got me thinking about the road most often taken to sales management. Compared to the rocky road to coaching in the NFL, the road to sales management absolutely sounds like a road paved with gold! You see, only 18% of all sales managers are any good at coaching and only 66% of them can be coached up.

Sales Management 214

Sales Management Webinar Metrics Coaching Sports 214

Understanding the Sales Force

APRIL 29, 2013

There''s nothing new here (f or 24 years I have been writing about the blueprint to the sales DNA they just recently described , building into our assessments and delivering training on it) a nd while some of the Challenger approach is fundamentally correct, it can be very misleading too. c) Copyright 2013 Dave Kurlan'

Sales Management 196

Sales Management Lead Rank Consultative Selling Study 196

Your Sales Management Guru

DECEMBER 3, 2012

Sales Leadership: 2013 Sales Theme. Last week I was speaking at a conference on: “ Building and Maintaining Sales Motivation ”, after the program several individuals came up to discuss my concept of a “Drive Statement. Then engage several team members to assist you in developing a sales theme or Drive Statement.

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Sales Leadership Incentives Incentive Motivation 82

The Sales Hunter

APRIL 4, 2013

Your company’s culture is far more important than you realize and don’t think for a moment it’s somebody else’s job. Culture is far more important to an organization than most managers believe. Watch a company when they bring in a new CEO from outside the company. ” Sales Motivation Blog.

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Sales Management Motivation Selling Skills Sales Leadership 195

Your Sales Management Guru

AUGUST 5, 2013

Your Sales Management Guru Blog Author on “Top 50 Sales & Marketing Influencers” List . Speaker, consultant, and author Ken Thoreson’s updated Sales Manager’s Tool Kit now available . One of the new approaches we’re taking with sales organizations is Business Guidance Selling.” . KNOXVILLE, Tenn.,

Influencer 82

Influencer Marketing Face-to-face Retail 82

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. They represent the freshest, most innovative thinking on sales currently on the market and take into consideration the changing sales climate and competitive realities every sales rep and sales leader is facing. Top Sales Books to Read in 2013.

Face-to-face 132

Face-to-face Top of Funnel Call-back Social Media 132

Anthony Cole Training

MARCH 19, 2013

There are several GREAT speakers in the general sessions, but it is not a conference where you will find constant discussions about the art and science of selling or sales management. Whenever I hear a talk, a message or a point of view, I find myself automatically translating it to sales and sales management.

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Hiring Banking Survey Conference 198

Sales Training Connection

FEBRUARY 25, 2013

Sales Coaching. Front-line sales managers are the “pivotal job” for improving sales productivity. That means – if companies want to improve sales revenue and optimize sales profitability, they should do everything they can to make sure front-line sales managers are doing what they should be doing.

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Sales Management Coaching Pivotal Sales Coaching 132

Sales Training Connection

OCTOBER 9, 2013

Sales Managers – it’s what you say and how you say it. A hallmark of a great sales manager is being a good communicator. For example, front-line sales managers are the critical screens through which messages travel from top management to the sales team. ©2013 Sales Momentum ®.

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Sales Management Face-to-face Sales Leadership Quota 124

Sales Training Connection

MARCH 4, 2013

Sales managers and off-the-cuff comments. We’ve noticed that one of many adjustments new sales managers must make is thinking about the impact of off-the-cuff comments. Because they are now in sales management, what the new sales manager says is taken more seriously. Management Messaging.

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Sales Management Sales Coaching Training Influencer 108

Increase Sales

FEBRUARY 9, 2013

The reality is much of the organizational structure for mid size to small businesses (SMB) today including having a sales manager is based on some of the practices of years gone by much larger companies with over 100 employees and multiple locations. The SMB world of today is quite a bit different than yesterday. of the past.

Sales Management 146

Sales Management Hiring Webinar Metrics Sales Leadership 146

Steven Rosen

NOVEMBER 15, 2012

New book helps sales managers unlock hidden sales potential (available in paperback). The sales manager is the pivotal person in the sales-driven organization, and Steven’s book shows you how to excel!” Get you copy now and be ready to take sales to a new level in 2013.

Hiring 296

Hiring Pivotal Sales Talent Small Business 296

Understanding the Sales Force

OCTOBER 16, 2013

Understanding the Sales Force by Dave Kurlan It''s amazing what Harvard Business Review will print on their pages when it comes to the subject of sales. The November 2013 issue featured an article titled Dismantling the Sales Machine. Their survey data is limited to 2,500 salespeople at 30 member companies.

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Sales Process Margin Survey Forecasting 249

DiscoverOrg Sales

DECEMBER 4, 2017

In fact, according to the CSO Insights 2016 Sales Enablement Optimization Study , the number of businesses with a dedicated enablement function has increased from 19% to 33% since 2013. Prospect research doesn’t generate revenue, and historically it accounts for half of all sales time. Training, training, training.

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Sales Enablement Collateral Decision Maker Study 295

Understanding the Sales Force

MARCH 4, 2013

Compare that with the six I wrote about in this article : Effective Sales Selection for Appropriate Sales DNA, Effective Sales Coaching, Effective Sales Accountability, Formal, Structured Consultative Sales Process, Sales and Sales Leadership Training, Coaching and Development andHunting for New Business.

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Sales Leadership Energy Coaching Study 220

Your Sales Management Guru

JULY 30, 2012

Sales Leadership: Impacting Your 2013 Revenue. This week I want you to turn your thinking towards growing overall company revenues for next year and making sure you have the proper number of salespeople contributing on your sales team. Many organizations are starting early stage strategic planning at this stage.

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Sales Leadership Revenue Hiring Compensation 68

Hubspot Sales

OCTOBER 29, 2017

In 2013, American companies alone spent $164.2 billion on training and development, including external providers, internal expenses and tuition reimbursement, according to The American Society for Training and Development. Companies spent approximately $2.2B Companies spent approximately $2.2B

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Channels Video Training Hiring 112

Sales Training Connection

JUNE 19, 2013

Medical device sales and sales managers. These shifts mean medical device companies must re-address their value propositions and adapt how they sell. The cornerstone for making the adjustment will be the front-line sales manager. Get serious about sales training and development.

Pivotal 100

Pivotal Health Care Hiring Sales Management 100

Sales Training Connection

JANUARY 23, 2013

Because of the dynamic changes occurring across markets, the assessment of whether the right sales force design is in place has become a priority for senior sales leaders. But what about sales training ? If so, what are the considerations for crafting that training? Sales Management.

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Training Pivotal Commission Quota 103

Sales Training Connection

APRIL 12, 2013

Over the years we have conducted numerous training projects for companies engaged in major B2B sales. Recently we completed a project that made us rethink the importance of the level of engagement of the senior sales leadership – specifically the VP of Sales. ©2013 Sales Horizons, LLC.

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Training Sales Leadership Coaching Vendor 104

Increase Sales

FEBRUARY 19, 2013

If being successful as a salesperson is all about having someone buy your solution, then most sales training really is buying training isn’t it? Now there are some efforts in the sales training industry that discuss being an assistant to the buyer. The other competitor usually shipped complete 97.5%

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Training Discount Buyer Analysis 127

SBI

MARCH 20, 2018

A dozen years ago, if you asked the average sales leader about their sales enablement strategy, the likely response would’ve been, “Huh?”. It’s not as if companies in years past weren’t training and enabling their sales forces; it’s just that the term “enablement” wasn’t yet a common part of the B2B sales lexicon.

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Sales Enablement Hiring Face-to-face Course 139

Understanding the Sales Force

JUNE 18, 2013

Some companies aspire to it. You are more likely to hear claims like those from a large enterprise, but you have better odds of actually finding it in a small to midsize company. World-Class Sales Organization. Some would say it''s a description of a company''s people. World-Class Sales Organization.

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Sales Leadership Lead Rank Sales Qualified Lead Sales Talent 224

Sales Training Connection

DECEMBER 13, 2013

Inside salespeople are no longer just engaged in small commodity type sales or as backup for completing the secondary tasks of the outside sales group. As Steve Martin pointed out in an HBR blog companies are increasingly creating inside sales groups who are independently handling accounts in the mid-market.

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Inside Sales Training Scale Outside Sales 118

The Sales Hunter

MARCH 1, 2013

Recently I was doing training session for a group of sales managers and we got on the topic of hiring and what are the qualifications of a good hire. Too many sales managers think they can take shortcuts to making their number. Hire on attitude and train the skill. I can’t train on attitude.

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Hiring Motivation Positioning Groups 234

Understanding the Sales Force

NOVEMBER 25, 2013

A newly designed sales cycle must have the power and nuance to significantly shorten your current sales cycle. In my experience, most companies that reach out for help have been able to shorten their sales cycles from 1/3 to 1/2 its original length. No, not the sales process customization - that takes 30 days - tops.

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Study Sales Cycle Follow-up Account 243

Understanding the Sales Force

APRIL 23, 2014

Consider the length of time that a runner must train to prepare for running a 26.2-mile Someone training for a marathon should run up to 50 miles per week. So perhaps, our top 6% is the group that takes selling as seriously as those runners that train for a marathon. That won’t happen until we raise the bar on sales management.

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Airlines Groups Forecasting Engineering 284

Sales and Marketing Management

JUNE 15, 2018

This is why a start-up company hired me to build their training department. Step Sales Process by modeling two top sales professionals who had been selling for years. But I wanted to do more than just offer live training and follow-up coaching. A bit of searching led me to a company to do it for $2,500.

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Hiring Lead Rank Face-to-face Banking 191

Score More Sales

OCTOBER 9, 2013

Moderated by Barbara Giamanco, my amazing co-panelists are: Jill Konrath, Selling to Big companies. This panel session is part of the Sales Management Summit on BrightTALK. Subscribe to the award-winning blog and the “Sales Ideas In A Minute” newsletter for sales strategies, tactics, and tips in selling.

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Webinar Metrics Closing Strategy Lead Rank 214

Score More Sales

JULY 31, 2013

As a younger sales manager, I was wrong 75% of the time when hiring who I thought would be a stellar sales producer using my gut. Subscribe to the award-winning blog and the “Sales Ideas In A Minute ” newsletter for sales strategies, tactics, and tips. Over time, my stats got better – to 50%.

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Hiring Lead Rank Lead Scoring Compensation 183