Sunday, March 14, 2010 7:47 AM  
     

Dave Kurlan on Understanding the Sales Force

SUBSCRIBE BY EMAIL

Your email:
 

SUBSCRIBE ON YOUR KINDLE

 

Search 600+ Kurlan Articles

Google
 

Kurlan Article Series

 

AWARDS

Top sales blogs award









The Best Sales Blogs in the World widget
Top 10 Sales Articles winner of Month widget
Alltop, all the top stories

Cool Book of the Day
 

 

Find Articles

Navigate By : 
[Article Index]
 
Dave Kurlan's Blog  

Understanding the Sales Force

Current Articles | RSS Feed RSS Feed

Real Live Coaching Call - Coaching a Salesperson

 | Submit to Digg digg it | Submit to Reddit reddit | Add to delicious delicious | Submit to StumbleUpon StumbleUpon | Share on LinkedIn LinkedIn 

Clients who receive sales management coaching, training and development come to know what an effective sales coaching conversation sounds like.  You may not be privy to that so you might find last week's episode of Meet the Sales Experts helpful.

Chris Mott was my guest and he coached a live caller for about 30 minutes.  Listen to the show for a better sense of what every coaching conversation should sound like.  The following email was received from the live caller the day after the scheduled sales call:

"I did as you and Chris suggested...In the end, he suggested his PL department start quoting [us] more broadly to see how we perform, that he would reach out to one of the VPs to coordinate a meeting where I would introduce [our] products to
his producers, and also that I profile a book of his business.  It didn't
come easy, but it did come, at 'his suggestion'...Thanks so much for the
coaching."

I've written several articles on coaching salespeople and one includes an actual email thread.  You can read them below:

5 Steps to Coaching Your Salespeople Beyond Happy Ears

When Coaching Salespeople Isn't Coaching

Coaching - 1st of the 10 Kurlan Sales Management Competencies

Sales Coaching - The Big Differeniator

How to Coach a Salesperson (contains real email thread)

Hierarchy of Sales Coaching - How to Change Behavior

Sales Coaching - Between the Lines

Click here to listen to the show.  Click here to contact Chris.

If you listened to the show, what did you learn that will help you?

(c) Copyright 2010 Dave Kurlan

 

Posted by Dave Kurlan on Sun, Feb 07, 2010 @ 07:38 PM

COMMENTS

Dear Mr. Kurlan, 
 
 
 
Thank you for your thorough and insightful post. 
 
Coaching people in the current business climate is a challenge. Many sales people (I manage 100 of them) are in what I call "survival mode", which can be 
 
stressful and hurt productivity. 
 
To counter some of the cynicism going around, I have traded up in my tools for performance recognition. I keep a long list of inspiring, energizing quotes from myriad sources, and when it's time to recognize someone's hard work, I use the new Design Your Inspiration customizable, personalizable framed art photo prints. These are always tremendously well-received, and an enduring reminder of excellence. ( dyi.successories.com ) It's a smart, meaningful way to keep morale up. Thanks again. Jim 
 

posted on Monday, February 08, 2010 at 11:00 AM by Jim Mac


Post Comment
Name
 *
Email
 *
Website (optional)
Comment
 *

Allowed tags: <a> link, <b> bold, <i> italics

Receive email when someone replies.
 

BEST-SELLER

 

Baseline Selling

 

 

 

 

 

 

 

 

Download to your Kindle

 

Radio Show

 

FREE TOOLS

Free Sales Force Grader

Free Hiring Mistake Grader

Free Sales Achievement Grader

 

Dave Kurlan on TV

World Business Review

Dave Kurlan and OMG were featured on World Business Review, hosted by General Norman Schwarzkopf. Click above to view this 3 minute segment.

 

SALES SELECTION WHITE PAPER

 

Sales Force Evaluation

 
© 2010 Dave Kurlan - Understanding the Sales Force Terms of Use Privacy Policy