Understanding the Sales Force

MAY 22, 2014

Assessments are the logical choice, but it should be more and more obvious that a personality assessment can''t possibly measure the different sales capabilities that would cause one to be effective in one of these roles and ineffective in another. Image Copyright: harishmarnad / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan'

Sales Management 240

Sales Management Top of Funnel Decision Maker Webinar Metrics 240

SBI Growth

SEPTEMBER 2, 2012

In fact, when asking Sales Operations Leaders what qualitative data they had gathered, here are their responses: Conducted internal win/loss debrief on large opportunities. Interviewed VP of Sales, Product Leaders, and Sales Manager to understand what they were seeing in the market. Author: Joshua Meeks.

Data 267

Data Analysis Sales Operations Buying Cycle 267

The Sales Hunter

SEPTEMBER 20, 2013

One of the easiest things sales managers and senior management can do is to call every person they know at a client company. Objective of the calls is three-fold. Third objective is being able to get a meeting during difficult periods. Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Management 202

Sales Management Cold Calling Closing Consultative Selling 202

Keith Rosen

OCTOBER 24, 2013

Keith Rosen’s company, Profit Builders, was named one of Selling Power’s Top 20 Training Companies for 2013. ” Representatives for the publication say that editors assembled the list for the benefit of sales leaders that want to reach higher levels of productivity and performance. About Profit Builders.

Company 119

Company Training Sales Coaching Coaching 119

A Sales Guy

DECEMBER 7, 2012

If you buy into the premise that it’s people behind success, which we should, then understanding your teams strenths and weaknesses should be at the core of your 2013 planning. Knowing that achieving your 2013 goals is directly dependent on your team, have you asked yourself are they up to the task?

Sports 107

Sports Exercises Objections Positioning 107

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

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.

Sales Leadership 82

Sales Leadership Incentives Incentive Motivation 82

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.

Sales Leadership 68

Sales Leadership Revenue Hiring Compensation 68

Understanding the Sales Force

DECEMBER 18, 2013

Understanding the Sales Force by Dave Kurlan My vision, of how the future of selling is shaping up, appears in today''s (the December 18, 2013) issue of Top Sales Magazine. This issue also features the 2013 Award Winners of the Top Sales & Marketing Awards in 18 Categories. We did pretty well this year!

Sales Talent 235

Sales Talent Video Course Up-Sell 235

Understanding the Sales Force

JANUARY 13, 2014

Understanding the Sales Force by Dave Kurlan It’s an interesting question and one that has more than one answer. I wrote an article back in September of 2013 that asked the question, Are Sales and Sales Management Candidates Getting Worse? Consider the way that most companies hire people for sales roles.

Hiring 267

Hiring Face-to-face Groups Webinar Metrics 267

Understanding the Sales Force

NOVEMBER 7, 2013

The latest proof can be found in this July 2013 USA Today article. The article said that in June, "the number of jobs in sales and related occupations jumped a whopping 445,000 to a four-year-high of 15.8 The article also said that "T hirty-five percent of sales managers couldn''t find qualified candidates for open positions."

Hiring 246

Hiring Inbound Trends Positioning 246

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.

Sales Leadership 220

Sales Leadership Energy Coaching Study 220

Jonathan Farrington

MARCH 16, 2013

The 2013 contributors line-up has been finalized over at Top Sales World , and these are the sales experts who will be working with TSW this year: They will be writing articles, providing tips, taking part in roundtables and interviews etc. This is the group that will be … Writing articles for the Top Sales magazine.

PointClear 55

PointClear Groups Twitter Survey 55

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. c) Copyright 2013 Dave Kurlan' It was a survey! 5 Steps don''t make a process.

Sales Process 249

Sales Process Margin Survey Forecasting 249

SBI Growth

AUGUST 6, 2012

Are your sales resources properly aligned with growth opportunity ? The Sales Leader is about to receive the 2013 Revenue Number. He will rely on you, the Head of Sales Operations, for sales strategy advice. Find out if your sales resources are aligned with growth opportunity by using the Sales Growth Pin Pointer.

Opportunity 316

Opportunity Strategy Banking Territories 316

The Sales Hunter

SEPTEMBER 19, 2013

If, on the other hand, the call goes into voicemail, then your objective is to leave one of your standard voicemail messages. The reason is simple: Confidence creates confidence, which in turn creates more sales. . Copyright 2013, Mark Hunter “The Sales Hunter.” ” Sales Motivation Blog.

Prospecting 250

Prospecting Motivation Objections Up-Sell 250

SBI Growth

SEPTEMBER 19, 2012

Over 42% of all Sales Managers don’t make their yearly number. A VP of Sales first thought is to terminate those Sales Managers. Who needs a Sales Manager if they can’t make their number?”. You need to ask yourself: How are you measuring your sales managers? Are you thinking the same?

Hiring 308

Hiring Lead Rank Lead Scoring Quota 308

Understanding the Sales Force

FEBRUARY 11, 2014

There''s talent, and then there''s the ability to utilize one''s talent and most sports talent evaluators are no better at this then most sales managers. For sales, there are quality tools that can be utilized to help with sales selection. One such tool is Objective Management Group''s (OMG) Sales Candidate Assessment.

Sales Talent 263

Sales Talent Hiring Sports Tools 263

Sales Training Connection

DECEMBER 23, 2013

While it’s certainly a very important perspective, the John Duff (CEO of 3C Interactive) interview in Corner Office makes an interesting build on the objectives for coaching. That addition resonated with us – especially as we come to the end of 2013. ©2013 Sales Momentum, LLC.

Sales Coaching 101

Sales Coaching Coaching Objections Training 101

Understanding the Sales Force

DECEMBER 11, 2013

This year I was nominated for 3 awards and Objective Management Group was nominated for 1 award. Top Sales & Marketing Thought Leader - Dave Kurlan. Top Sales & Marketing Article - Sales Management Best Practices. Top Sales Assessment Tool - Objective Management Group.

Inside Sales 193

Inside Sales Groups Objections Benefit 193

Understanding the Sales Force

NOVEMBER 6, 2013

Dealing with objections. When salespeople have good plans but poor time management. I didn''t send you to that article to modify your sales process; only to embrace the power of qualification. c) Copyright 2013 Dave Kurlan' Challenging a prospect''s thinking, plan, or position. Asking tough questions. Qualifying.

Sales Qualified Lead 275

Sales Qualified Lead Hotels Hubspot Decision Maker 275

Understanding the Sales Force

APRIL 23, 2014

According to the data amassed by Objective Management Group’s (OMG) assessments of nearly 750,000 salespeople: There is an elite group of salespeople but it represents only 6% of the sales population. An additional 20% of the sales population is good, but not great. c) Copyright 2013 Dave Kurlan'

Airlines 284

Airlines Groups Forecasting Engineering 284

Understanding the Sales Force

OCTOBER 4, 2013

Understanding the Sales Force by Dave Kurlan Some companies need to validate our validation. Objective Management Group (OMG) uses Predictive Validity - the most time-consuming and expensive form of validation. c) Copyright 2013 Dave Kurlan' In this pilot, their success rate was also 92%. Of course not.

Hiring 260

Hiring Licensing System Consumer 260

Understanding the Sales Force

JULY 31, 2013

By location of the sales talent - Where can you find the ideal sales talent for your company? By location of sales management - Do you have managers where the sales talent is located? Should you consider moving some or all of your sales to the inside? c) Copyright 2013 Dave Kurlan'

Inside Sales 211

Inside Sales SAP Sales Talent Lead Rank 211

SBI

MARCH 20, 2018

Flash forward to the present, and the number of companies with dedicated sales enablement functions has more than tripled since 2013, reports CSO Insights. Thousands of people now have sales enablement in their titles on LinkedIn, and technology solutions have been born specifically to support the enablement function.

Sales Enablement 139

Sales Enablement Hiring Face-to-face Course 139

Understanding the Sales Force

OCTOBER 1, 2013

Understanding the Sales Force by Dave Kurlan The folks over at Insight Squared recently posted this interview with me. It touched on sales management but there wasn''t enough time to do it justice. In the context of best practices, the sales management role is now 50% coaching. c) Copyright 2013 Dave Kurlan'

Sales Leadership 204

Sales Leadership Hiring Education Coaching 204

Understanding the Sales Force

JUNE 17, 2013

There is only one original, sales-specific assessment that collects, measures, and provides true sales findings and its predictive validity is incomparable. 92% of Candidates, who are recommended and hired, rise to the top half of their sales forces within 12 months. You also need a best-practices, sales recruiting process.

Hiring 228

Hiring Construction Exact Groups 228

Understanding the Sales Force

JANUARY 27, 2014

Understanding the Sales Force by Dave Kurlan This kind of story doesn''t happen every day. One of Objective Management Group''s (OMG) most successful partners had an opportunity to work with young business leaders that had never sold. There simply wasn''t any sales management and the coaching they received was consistent.

Case Study 288

Case Study Study Lead Rank Lead Scoring 288

Understanding the Sales Force

MAY 27, 2014

Understanding the Sales Force by Dave Kurlan From time to time I get pretty cool emails that make me want to write positive articles instead of negative ones. Capabilities of the Different Sales Managers. Image Copyright: sorapop / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan' Difficulty of the Role.

Hiring 224

Hiring Ideal Customer Profile Enterprise Enterprise 224

The Sales Hunter

MAY 3, 2013

For sales managers, it is many times when they send out emails to the team letting them know about things and laying the groundwork for what is expected in the week to come. Many times for sales managers, they don’t understand how their emails are being received. Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Leadership 184

Sales Leadership Selling Skills Motivation Google 184

The Sales Hunter

MAY 13, 2013

If you’re reading this and you’re a sales manager, then your job is to send everyone a voicemail, email or something that congratulates them on a success from the previous week. Objective is to make sure each member of your team starts their week off on a positive note. One more tip to sales managers.

Motivation 194

Motivation Positioning Groups Objections 194

Understanding the Sales Force

APRIL 15, 2013

Because all of the salespeople worked for the same company, they reported to that one company''s sales management team, further skewing the results; The author incorrectly classified the ten traits as personality traits but some of them are actually behavioral styles. c) Copyright 2013 Dave Kurlan'

Research 291

Research Insurance Insurance Face-to-face 291

Understanding the Sales Force

DECEMBER 12, 2013

I''ve written four White Papers over the last several years, all backed by science and data from the more than 700,000 salespeople and sales managers that Objective Management Group has evaluated and assessed. The Science of Sales Longevity. Lost Sales, Deals and Accounts - Fairy Tales or Dragnet?

Study 203

Study Outside Sales Inside Sales Video 203

Jeffrey Gitomer

MAY 16, 2013

Tweet REALITY QUESTION FOR SALES MANAGERS: Why would you, as a leader, take an improving salesperson who is having the best year of their career, and tell him or her they’re “not making enough calls”? Sales management and sales leadership is one of the hardest jobs in the world. Make more cold calls?

Cold Calling 261

Cold Calling Referrals Sales Leadership Sales Cycle 261

Understanding the Sales Force

MAY 1, 2014

One-person sales consulting firms, self-appointed experts, telling, but not doing, what they say. If you were to read through each of the 1,150 articles I have posted on this blog since 2006, and organize, sort, create a flow and edit it all into a Sales Management Bible, we would have one enormous how-to guide.

Hiring 218

Hiring Webinar Metrics Channels Policies 218

Delicious Sales

MAY 2, 2012

Sales (12918). Sales Management (2614). Inside Sales (849). Outside Sales (81). Objections (1892). Sales Process (1775). 2013 (4691). THE SALES HUNTER AUGUST 12, 2013 Is Your Sales Process Slow or Fast? Is your sales process slow or fast? Topics Major Topics.

Lead Rank 99

Lead Rank Leads360 Lead Scoring Top of Funnel 99

The Sales Hunter

JANUARY 3, 2013

If you have a mix of major accounts and other accounts including the objective of getting new business you should follow this rule: Add up the % of business your major accounts contribute to your total and then allocate ½ of that percentage of time to your major accounts. Sales managers reading this — try it!

Account 204

Account Prospecting Guidelines Compensation 204