Your Sales Management Guru

DECEMBER 3, 2012

Sales Leadership: 2013 Sales Theme. At this time of the year everyone is working on your sales business plans for 2013 and finishing budgets and forecasts. It may appear on your internal letterhead, made into a banner and hung in your sales area and used to reinforce your training programs.

Sales Leadership 82

Sales Leadership Incentives Incentive Motivation 82

Sales Training Connection

DECEMBER 2, 2013

Sales Training. Sales Training. Switching topics to sales training, we do not have the corresponding percentages as to the time sales trainers spend lecturing but whatever the percentage – it is higher than it needs to be. Let’s explore why flipping should be applied to sales training and how one might do it.

Training 112

Training Travel Exercises Call-back 112

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. In fact, I am convinced that the most successful sales people in 2013 will begin to think as much as a marketer as they do a sales person. Please note that my Top Sales Books to Read in 2013 does not include any of the “classics” in sales. Zig Ziglar. Simplified.

Face-to-face 132

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

Understanding the Sales Force

DECEMBER 6, 2013

Understanding the Sales Force by Dave Kurlan Yesterday I was leading a training program for a group of veteran Objective Management Group (OMG) Partners and experienced sales trainers. And if you love my Blog, I would sure appreciate your vote for Top Sales Blog of 2013. c) Copyright 2013 Dave Kurlan'

Sales Process 302

Sales Process Webinar Metrics Intent Groups 302

Understanding the Sales Force

SEPTEMBER 9, 2013

Companies are spending more money on sales force evaluations, sales training, consulting, sales leadership development, sales process, infrastructure and sales recruiting services than 5 years ago. Quizzes by Quibblo.com (c) Copyright 2013 Dave Kurlan' There are probably twice as many books on the subject than just 10 years ago.

Sales Management 288

Sales Management Hiring Compensation Trends 288

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. Clearly, if your team needs sales training, there's a lot of options out there. 5) Brian Tracy.

Channels 112

Channels Video Training Hiring 112

Sales Training Connection

JULY 24, 2013

Sales training and “stickiness” – two phrases often heard in the same breath when talking with VPs of Sales and Sales Training Directors. The need for sales training to be “sticky” is clear – no one disputes it … but everyone also agrees it’s tough to achieve. A Classic – ’63 Corvette.

Training 105

Training Maximizer Face-to-face Discount 105

Your Sales Management Guru

JULY 30, 2012

Sales Leadership: Impacting Your 2013 Revenue. First, recognize that if you hire someone between now and the end of this year, they may contribute somewhat to your 2012 objectives, but if your new-hire to contribution/pipeline cycle is anywhere between 3-5 months, it won’t be substantial.

Sales Leadership 68

Sales Leadership Revenue Hiring Compensation 68

The Sales Hunter

JANUARY 1, 2013

Time to throw that stuff out and start 2013 on the right foot. Unless you’re willing to change what you do for 2013, then the results you’re going to get are going to be no different than what you got this year. . Personally, I think 2013 can look better than 2012. It starts next Monday, January 7, 2013.

Motivation 230

Motivation Video Prospecting Sales Process 230

SBI Growth

AUGUST 23, 2012

Here it comes, the 2013 budgeting process. On top of finishing out 2012, you need to determine which Sales Strategy initiatives to prioritize in order to make the 2013 number. This tool provides you with the ability to rate each of your key initiatives across the 5 variables that are critical to hitting the 2013 number.

Strategy 293

Strategy Analysis Quota Resources 293

Sales Training Connection

DECEMBER 13, 2013

As the intensity of the spotlight on inside sales increases, attention needs to turn to training. In the past, the level and rigor of the sales training for inside sales has not matched that provided to outside sales groups. Training Design. ©2013 Sales Momentum ®. Instructional Methodology. Sales Coaching.

Inside Sales 118

Inside Sales Training Scale Outside Sales 118

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. c) Copyright 2013 Dave Kurlan

Sales Leadership 220

Sales Leadership Energy Coaching Study 220

The Sales Hunter

APRIL 30, 2013

The objective of this call is to not only have the customer appreciating you more, but also to begin understanding better their needs. Your first objective is to keep your name and the name of your company in the forefront of the customer’s mind. Copyright 2013, Mark Hunter “The Sales Hunter.”

Customer 269

Customer Cold Calling Customer Service Consultative Selling 269

Understanding the Sales Force

OCTOBER 16, 2013

The November 2013 issue featured an article titled Dismantling the Sales Machine. As recently as April of 2013, Objective Management Group''s (OMG) data on 650,000 salespeople overall, and 50,000 from the past 12 months showed that 91% of the companies did not have a formal, structured sales process in place. It was a survey!

Sales Process 249

Sales Process Margin Survey Forecasting 249

Understanding the Sales Force

FEBRUARY 21, 2013

Here's why: He said to hire for characteristics and train for competencies. And when we train for competencies, that should be fine-tuning, not wholesale development. According to Objective Management Group's endless source of data, sales managers possess, on average, only 45% of the attributes of an effective sales coach.

Hiring 242

Hiring Sales Management Territories Analysis 242

Sales Training Connection

DECEMBER 23, 2013

Sales coaching – so much of the advice shared in sales training programs and incorporated into sales coaching books and blogs focus on skill development. 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.

Sales Coaching 101

Sales Coaching Coaching Objections Training 101

SBI Growth

DECEMBER 10, 2013

At this point, your 2013 sales number is essentially decided. Is my talent aligned to accomplish this objective? There are some ‘B’ Players who have already tapped out and won’t contribute more than they did in 2013. Build out a plan for training them and turning them into ‘A’ Players ASAP. Seize control of your destiny.

Territories 300

Territories Scale Guidelines Groups 300

Anthony Cole Training

AUGUST 29, 2013

Or do you know you need stronger sales people to combat how difficult selling has become in 2013 but you know you need a better tool? Dave Kurlan, CEO of Objective Management Group, will lead you through a compelling 45-minute session on how the magic in OMG''s Sales Candidate Assessment will put sales hiring problems in the rear view mirror.

Hiring 175

Hiring Webinar Metrics Groups Objections 175

SBI

MARCH 20, 2018

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. Flash forward to the present, and the number of companies with dedicated sales enablement functions has more than tripled since 2013, reports CSO Insights.

Sales Enablement 139

Sales Enablement Hiring Face-to-face Course 139

The Sales Hunter

APRIL 9, 2013

Is there a process in place for each person to know the objectives that need to be accomplished after the meeting is over? Has each person who is going to present been properly trained in how to present and is their message going to resonate with the audience? Copyright 2013, Mark Hunter “The Sales Hunter.”

Sales Meeting 193

Sales Meeting Meeting ROI Motivation 193

SBI Growth

JANUARY 22, 2013

B2B CMO’s are being asked to increase the impact of customer acquisition in 2013. This is an objective lens to understand gaps and alignment. Review each of the capabilities to objectively assess competencies. Staff are trained/experienced to perform this capability. Staff does not have training or experience.

Demand Generation 322

Demand Generation Demand Generation Targets Marketing Customer 322

Understanding the Sales Force

MAY 10, 2013

Here are a few random thoughts accumulated through the combined efforts of evaluating more than 650,000 salespeople and training tens of thousands of others. All of these statistics come from Objective Management Group. c) Copyright 2013 Dave Kurlan' Now the salesperson is the added value. What does it all mean?

Negotiation 304

Negotiation Proposal Competition Positioning 304

Score More Sales

NOVEMBER 25, 2013

Among entrepreneurs, we call it the “bright shiny object syndrome” For people with ADD or ADHD it can be an extremely difficult situation. Are you in sales and get distracted easily? Most salespeople have some degree of “easily distracted syndrome” or as I like to call it, EDS. How do you keep from being distracted?

Inside Sales 217

Inside Sales Lead Rank Lead Scoring Outbound 217

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. c) Copyright 2013 Dave Kurlan' Why not everyone else?

Airlines 284

Airlines Groups Forecasting Engineering 284

Understanding the Sales Force

MAY 1, 2014

Keeping that in mind, Objective Management Group (OMG) held its quarterly Rockefeller Habits meeting this week. Train, coach, train and coach some more. Image credit: photoman / 123RF Stock Photo (c) Copyright 2013 Dave Kurlan' Constantly refine your onboarding process, expectations and execution. Evaluate and thrive!

Hiring 218

Hiring Webinar Metrics Channels Policies 218

Understanding the Sales Force

FEBRUARY 5, 2013

Our research at Objective Management Group (OMG) would support this "discovery". Our research clearly shows that 10% of the people that are already in sales shouldn't be selling, and another 22% can't be trained to improve their performance. The company provided quality training and ambiverts were more able to apply it.

Scale 255

Scale Study Research Webinar Metrics 255

Increase Sales

APRIL 2, 2013

.” Now one would think that listening, even better active listening, would be one of the primary sales skills sets taught within the plethora of sales training coaching programs if the goal was to increase sales. Sales Training Coaching Tip: The human brain is not designed to multitask. Share on Facebook.

Coaching 146

Coaching Webinar Metrics ACT Facebook 146

Understanding the Sales Force

OCTOBER 1, 2013

The problem is that according to data from Objective Management Group , 82% of sales managers make very ineffective coaches. Sales managers, when compared with doctors, attorneys or teachers, have not years of education and training in the field, but probably less than 10 hours of training in their field. it''s not important?

Sales Leadership 204

Sales Leadership Hiring Education Coaching 204

Sales Training Connection

JUNE 9, 2013

At the beginning of sales training programs we often ask salespeople: “How can you do a better job in creating value for your customer?” Have a strategic plan so you’re continuously moving towards your account objective. ©2013 Sales Horizons, LLC. Creating a personal value proposition. Leverage your internal resources.

Intent 116

Intent Trends Competition Training 116

Understanding the Sales Force

APRIL 21, 2014

Consider Objective Management Group''s (OMG) approach. Benchmarking can be useful when it comes to training your salespeople. If you have two regions that are performing similarly, selling the exact same products or services to the exact same types of customers, against the exact same competitors, you can benchmark the training.

Hiring 258

Hiring Groups Exact Face-to-face 258

Score More Sales

SEPTEMBER 16, 2013

Do some role-playing covering some of the objections that there might be with your services, and have them also work in a rushed conversation, a strained one, and one where you and the prospective buyer just did not make a connection. It is simple, just not always easy, and definitely takes time to hone and be proficient at it.

Inside Sales 182

Inside Sales Face-to-face Travel Outside Sales 182

Bernadette McClelland

JUNE 4, 2016

If you are a sales professional, a business owner or a sales leader who wants to get the most from yourself or your people in order to generate more revenue to achieve your business objectives, help your business thrive or make a difference to your own results, then I would suggest and welcome an initial conversation to see how we may be aligned.

Follow-up 150

Follow-up Conversion Objections Revenue 150

Jeffrey Gitomer

MAY 16, 2013

BIG REALITY: The object of sales leadership is to IMPROVE INDIVIDUAL SALES, not improve “team” sales. And fourth, you have to be a great teacher – able to convey your knowledge in a way that others WANT to hear you. Make more cold calls? If you’re wanting to drive your best people to the competition, make your people make lots of cold calls.

Cold Calling 261

Cold Calling Referrals Sales Leadership Sales Cycle 261

Score More Sales

SEPTEMBER 23, 2013

In the case of your role as a remote professional seller, have bullet points for what you say when you hold conversations – and “sub bullet points” for what you say to cover an objection. How to Remove Crutch Words and Add Impact to Calls. Actually, Literally, What Your Crutch Word Says About You.

Inside Sales 230

Inside Sales Lead Rank Lead Scoring Outbound 230

Increase Sales

JUNE 20, 2013

Today I received a forwarded email which discussed in detail a multiple week e-course focused on sales training for small businesses. As I looked reviewed the learning objectives, 90% of them I had addressed numerous times through this blog as well as the over 5,000 plus articles I have written during last almost 10 years.

Ideal Customer Profile 147

Ideal Customer Profile Small Business Small Business Coaching 147

Sales Training Connection

SEPTEMBER 15, 2013

We’ve heard lots of reasons posited like: “this product is great – it will sell itself if I just talk about …” or “my customers tell me they want to know everything about our new …” or “ if I am talking I know the customer will forget about hat objection.” ©2013 Sales Momentum, LLC. Regardless of the “why”, the end result is clear.

Collateral 101

Collateral Training Objections Positioning 101

Understanding the Sales Force

APRIL 3, 2014

Objective Management Group (OMG) measures something a bit different; difficulty recovering from rejection. Sales training will not make rejection related weaknesses disappear. With most training, the salespeople are given new words to use but still have the weakness. The size of the opportunity. The existence of resistance.

Face-to-face 215

Face-to-face Decision Maker Call-back Outbound 215