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Understanding the Sales Force

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Top 10 Kurlan Sales Management Functions

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Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert.

These are my Top 10 Sales Management Functions.  The list, in no particular order is probably different, in many ways, as much for what's not on it as for what is:

  1. COACHING
  2. ACCOUNTABILITY
  3. MOTIVATION
  4. RECRUITING
  5. DEVELOPMENT
  6. LEADERSHIP
  7. RELATIONSHIPS
  8. TACTICS
  9. STRATEGY
  10. SYSTEMS AND PROCESSES

The following competencies, which are NOT sales management functions, do not appear on my list:

  • Personal Sales
  • Account Management
  • Closing Deals for Others

Also not in my top 10 are

  • Territory Management 
  • Paperwork
  • Meetings
  • Travel
  • Trips

Read The Top 10 Kurlan Sales Management Functions - What's Missing?

If you have been reading my blog for any duration over the last four years, the list should not be much of a surprise. 

(c) Copyright 2009 Dave Kurlan


Posted by Dave Kurlan on Tue, Nov 10, 2009 @ 08:36 AM

COMMENTS

Perfect follow up to 10 sales competencies. Now the manager's get on board doing the right things to grow their sales teams. Can't wait to read more, thanks

posted on Tuesday, November 10, 2009 at 10:04 AM by Ed Kleinman

I for one would like to know how you would rank those ten in order of importance.

posted on Tuesday, November 10, 2009 at 10:25 AM by Rod Peterson

Your ommission of personal sales from the list is very meaningful. I still talk with too many sales managers who are assigned a personal sales objective while still being responsible for managing a large sales team. As you would expect, you get underachievement in both areas!

posted on Tuesday, November 10, 2009 at 10:45 AM by Dave Hurlbrink

Thanks Ed and Dave. 
 
Rod, As long as accountability is in the #1 spot, and coaching is #2, you can order the rest of them according to what's most important in a given month or quarter. 
 
If we don't need to recruit, that can be #10. Once systems and processes have been deployed, that can be #9. We're in the middle of a challenging economy so move motivation up high on the list. They are moving priorities.

posted on Tuesday, November 10, 2009 at 12:04 PM by Dave Kurlan

I completly agree with you last comment to Ed and Dave. Where would you place "Forecasting" as in this economic climate as it seems to be the most frequent executive task requested.

posted on Wednesday, November 11, 2009 at 6:02 AM by Norman Trister

@Norman, forecasting is a function of Goal Setting and Pipeline Management, something that would fit nicely under Systems and Processes.

posted on Wednesday, November 11, 2009 at 6:26 AM by Dave Kurlan

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