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Dave Kurlan is a top-rated keynote speaker, best-selling author, sales thought leader and expert on all things sales and selling.I was on vacation for the past 2 weeks and didn't post - didn't even want to - but I'm back and ready to catch up. While I was gone, Business Week posted a podcast they did with me. Michelle Nichols, the Savvy Selling columnist for Business Week Small Business, interviewed me on the subject of Baseball and Selling, based on my book, Baseline Selling - How to Become a Sales Superstar by Using What You Already Know about Baseball. Believe it or not, it was the first interview where the interviewer actually played around with the Baseball theme! I'm often asked about the sales management side of Baseline Selling so I'll include a few words today. In the table below, I've included the four bases in Baseline Selling, the sales criteria for reaching each base, challenges your salespeople must overcome to reach the base. In the last column I've included the sales management functions required to help your salespeople execute the process.
As you can see, coaching, albeit different coaching , is required for each base. Motivation is most important for getting your salespeople to first base while pipeline management and accountability are crucial along the way.© Copyright 2007 Objective Management Group, Inc.
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Posted by Dave Kurlan on Sun, Jul 08, 2007 @ 10:29 AM
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