Understanding the Sales Force

Data Shows Most Salespeople are Dinosaurs When it Comes to Social Selling

Understanding the Sales Force

Several recent LinkedIn posts have urged readers to pick up the phone instead of trying to find new opportunities by using social media. I wrote a very popular article about using the phone 3 years ago called, The Next Can't Miss Game Changer for Sales.

Great Example of Why Sales Success Is Not Always Transferable

Understanding the Sales Force

Would a NFL Quarterback make a good MLB pitcher? Would a star MLB hitter be a great Pro Golfer? Would an all-star NBA Center be an effective Lacrosse player?

Improper Use of BANT Will Cause You to Kill Opportunities

Understanding the Sales Force

I received an email asking me to check out an article on the Salesforce.com blog that features an infographic they hoped I would promote. The article focuses on the middle of the funnel and the handoff between marketing and sales.

When Good Prospects Can be Worse Than Tough Prospects

Understanding the Sales Force

I was on the way to a meeting and the traffic was stop and go - not moving for a minute, then back up to 30 MPH, and then back to a dead stop. I've been driving since 1972 and have driven in all kinds of conditions.

Moving the Sales Performance Bell Curve

A blueprint for turning average performers into top reps.

New Data - Are Experienced Sales Managers Better Sales Managers?

Understanding the Sales Force

Last week I wrote a revealing article which showed that Sales Managers are even worse than I thought when it comes to coaching their salespeople. That article stimulated this great conversation on LinkedIn. Following that article I dug further into the same 9,000 rows of data to look at the role that tenure and experience have on sales management effectiveness. Who do you think are more effective - newer or more experienced sales managers?

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The Latest Data Shows That Sales Managers Are Even Worse Than I Thought

Understanding the Sales Force

When you watch the news these days, it seems like all you hear is Russia, Immigration, North Korea, FBI, DOJ, liars and leakers, and the latest celebrities to be disgraced by their behavior. You would think there wasn't anything else going on! You might be having a similar experience with my recent articles as I have been sharing lots of data about salespeople - to the degree where you might think that nothing else matters.

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How Your Salespeople Measure Up in the 21 Most Crucial Sales Competencies for Modern Selling

Understanding the Sales Force

Image Copyright BrianAJackson. Over the years I've debunked a number of articles that cited nothing but junk science.

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Sales Pipeline Data Shows That Most Late Stage Opportunities Just Aren't

Understanding the Sales Force

If you happened to read the article about most salespeople being fired or arrested if they worked in accounting then this is the sequel - Arrested 2! Dave Kurlan sales pipeline omg sales data

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What Is Sales Enablement and Why Should I Care?

Sales enablement is not really a new concept; it has been around for over 10 years. However, understanding the full application of sales enablement is a very different thing.

New Data Shows Sales Weaknesses Cause Powerful Chain Reactions in Salespeople

Understanding the Sales Force

I have written extensively about Sales DNA over the years and today we will view Sales DNA from the perspective of sitting inside of a chemistry lab. Sales DNA is the combination of strengths (or weaknesses) that support (or sabotage) the execution of sales process, sales strategy and sales tactics. Objective Management Group (OMG) measures and includes the 6 most powerful of those strands of Sales DNA in its 21 Sales Core Competencies.

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New Data Shows How Relationships and the Need to be Liked Impact Sales Performance

Understanding the Sales Force

In my most recent article, I shared data that showed a chain reaction would occur when salespeople have more than one major weakness in their Sales DNA and the second major weakness is their tendency to become emotional. As a trigger, the first major weakness causes the salesperson to become emotional, at which time their listening skills become compromised.

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What You Should Know When Your Cold Prospect Suddenly Returns From the Dead

Understanding the Sales Force

Last week I wrote about the deep freeze, why prospects suddenly go cold , and how you can prevent that from happening. That article was instantly as popular as any I have ever written.

3 Tweaks to Your Sales Approach Are Steps Toward Sales Greatness

Understanding the Sales Force

Consider how frustrating it is to approach a traffic circle, or as we call them in Massachusetts, a rotary, during rush hour.

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New Data Reveals Why Veteran Salespeople Are Not Better Than New Salespeople

Understanding the Sales Force

I mined Objective Management Group (OMG) data and compared salespeople who have been with their company for 10 years or more, with salespeople who have been with their company for five years or less. Theoretically, the veteran salespeople should be better and stronger in every way. But are they?

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The Best Learning Methodologies for Developing Elite Sales Leaders

Speaker: Steven Rosen MBA, Author, Executive Coach, Speaker and Top 50 Sales Influencer

It is well recognised that the frontline sales managers are the key to driving performance in sales organizations. If you had to choose between investing in sales manager training vs sales rep training what would you do?

10 Reasons Why Parents of Toddlers Make Better Sales Coaches Than Sales Managers

Understanding the Sales Force

Toddlers watch Sesame Street, play with blocks, take baby steps, constantly ask 'why', eat food that has been cut into tiny bite size pieces, love to start with dessert, and love to have fun.

Which is Worse - Crappy Salespeople or Crappy Sales Managers?

Understanding the Sales Force

In his book, The Art of the Start, Guy Kawasaki said, "Don't Worry, Be Crappy.". That advice suggested that companies just get their early versions of software and tech products out there and they could make them better later.

Measure Change in Sales Effectiveness without Numbers and Metrics

Understanding the Sales Force

We want to get better at selling and as sales leaders we want our salespeople to improve. We need them to improve. We hope that training and coaching and sales ennoblement tools will get us there.

Discovered - Data Reveals the Second Biggest Obstacle to Closing More Sales

Understanding the Sales Force

Whichever way you turn, wherever you look, and whatever you listen to there is data. Polls, surveys, metrics, analytics, analyses, white papers, graphs, charts, infographics, tables, spreadsheets and more. There is data everywhere.

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Your Next Sales Coach is a Machine

Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems

World-class sales managers have long used creative means to solve for time and distance. In this webinar, you’ll learn how modern sales managers are using new technology plus old-school sales management to develop their people without burning out.

Sales Effectiveness - How to Win Every RFP That You Respond To

Understanding the Sales Force

Image Copyright Gustavofrazao. I am amazed by the sheer number of salespeople who believe they must respond to an RFP, RFQ or RFI. The resources, including people, time and money, required to respond to the specs from just one of these requests is daunting.

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3 Lessons that Apply to Every Sales Call No Matter What You Sell

Understanding the Sales Force

It's a family tradition that each December we attend the Boston Ballet's performance of the Nutcracker. It's truly a magical show and even though the primary dancers change from year to year, the execution of the show's script and musical score is flawless.

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Eliminate Delayed Closings Once and for All

Understanding the Sales Force

A long time ago I realized that in the suburbs outside of Boston, new leaves reach full size each Spring on May 11. This year, with the cold April we endured, May 11 came and went and the leaves were delayed.

What You Should Never Do on LinkedIn to Do Business with Your LinkedIn Network

Understanding the Sales Force

I don't know about you but for every benefit I get from LinkedIn, I get an equal amount of frustration. Some people, like me, have criteria for who they will invite and whose invitation they will accept on LinkedIn. How many times has this happened to you?

Maximizing Sales Training ROI with eLearning

Speaker: Ray Makela, CEO Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training. Still, many sales leaders report low ROIs from their sales training initiatives. So how can you ensure that your investment in sales training is producing excellent results? Join us for this complimentary webinar as Ray Makela, CEO at the Sales Readiness Group, discusses five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

What it Takes to be an Elite (Top 7%) Salesperson

Understanding the Sales Force

Last week I received a call from a young, motivated salesperson - we'll call him Jim - who desperately wanted to be one of the elite 7% of all salespeople. Despite being just 26 years old, he believed that he was already in the top 7%. During our call, he asked me a great question.

30 Interesting Non-Selling Subjects to Make You Better at Selling

Understanding the Sales Force

I was sitting next to a guy who knows that our son is one of the best ball players in his age group in New England. He is from the former Soviet Union and when he told me that he tought his son to play catch I was confused.

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Is the Sales Force Getting Dressed Up or are Real Changes Taking Place?

Understanding the Sales Force

Recently, I installed vented plastic garage floor tiles like those in the picture above to improve the look of our garage. It's the same garage, but now it looks awesome.

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How to Get New Salespeople to Take Off Like a Rocket Ship

Understanding the Sales Force

Image Copyright iStock Photos. Several of my recent conversations with sales leaders have focused on how to quickly and effectively and efficiently get new salespeople up to speed and help them to have an immediate impact.

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Found - The Best Sales Learning Methodologies

Speaker: Joe DiDonato, Chief of Staff, Baker Communcations, Inc

Finding the right learning approach for each topic you have to deliver to your learners can seem like a “problem of endless choices.” In this webinar, corporate learning expert, Joe DiDonato, shares how his teams solved these problems, as well as how new educational technology (EdTech) is changing the sales landscape for all of us. He will also tell you what he shared with the Venture Capitalist community on how to pick which EdTech technologies will likely succeed based on educational research. Joe is an engaging storyteller that uses easy-to-understand language, who promises to share what methods succeeded and which methods failed over his long career.

Easiest Way to Assess Degree of Sales Success

Understanding the Sales Force

Recently, I published an article that introduced a way to measure sales progress by means other than conventional numbers and metrics. Today, I received an email from a property leasing salesperson who had his own question about sales effectiveness.

12 Reasons They Didn't Like You Enough to Buy From You

Understanding the Sales Force

Image Copyright iStock. Everyone has had this happen.probably more than once. You worked hard and smart, thought you did a great job, expected to win the business, but didn't. Later, you learned that the prospect "Didn't really like your style.".

What Salespeople Can Learn from Josh McDaniels Gutsy Reversal

Understanding the Sales Force

If you follow American football even a little, then you were paying attention this week when the Philadelphia Eagles defeated the New England Patriots to win Super Bowl VII.

How Studying Baseball Video is Identical to Coaching Salespeople

Understanding the Sales Force

Image Copyright ColorCarnival. We just completed a two-day Sales Leadership Intensive and that's always a great experience for the sales leaders who attend.

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The 7 Things You Need to Know for Effective Sales Forecasting

Find out why waiting for perfection is costing you money.

Glue - The Missing Element That Makes Every Sales Training Initiative Successful

Understanding the Sales Force

I still conduct a limited amount of training with some of my personal clients. We work with companies in more than 200 industries, from startups to multi-billion dollar corporations, that call on every possible vertical and decision maker, in nearly every geography across the globe.

Latest Data Shows Most Salespeople Would be Fired or Arrested if they Worked in Accounting

Understanding the Sales Force

It's summer so they're digging up streets, repaving roads, and repairing bridges. That leads to epic traffic jams, long commutes and tremendous amounts of frustration. And you're late! I've been doing my best impression of the digging, without the paving and repairing. Ten of my last fourteen articles have been based on Objective Management Group's (OMG) data from the evaluations of 1.8 million sales professionals and like the road work, we're gonna dig some more today!

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Top 4 Reasons Why Salespeople Suck at Consultative Selling.

Understanding the Sales Force

Image Copyright iStock Photos. Dave Kurlan Consultative Selling asking questions accurate sales assessment active listening

9 Reasons Why Salespeople Lack the Urgency Necessary to Succeed

Understanding the Sales Force

I was in the right-hand lane of very slow moving traffic because of a lane closure ahead, marked by orange cones. I was along side the cones in the lane where traffic was merging left. All of a sudden, a police siren and flashing lights were upon me but I had nowhere to go.

From Sales Enablement to Sales Performance: Moving the Needle on the Metrics That Matter

Speaker: Mike Kunkle, Vice President, Sales Transformation Services, Fast Lane Digital

More than 8 analyst firms, the Association for Talent Development, and the Sales Enablement Society have all defined “sales enablement” – each slightly differently. In hundreds of organizations, the sales enablement function is run differently, with a different focus, responsibilities, and initiatives. To make matters worse, according to a 2017 study by CSO Insights, “Sales enablement is a growing trend, but sales performance is not improving. Clearly, something is missing.” What’s missing is a clear focus on driving measurable improvement in sales performance and the expertise required to truly move the needle on the metrics that matter. Want to step up, separate yourself from the pack, and maximize your company’s investment in Sales Enablement? Then join sales transformation expert Mike Kunkle for this webinar (where your questions are welcomed and expected!)