Understanding the Sales Force

Top 10 Articles for Growing Sales

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

I thought it would be a good idea to point you to my top articles for growing sales.  Some of you haven't been reading this Blog since the beginning, and the best articles are not necessarily the most recent nor the most popular, so it's pretty difficult to identify them from the 400 plus posts I've compiled in the last four years.

You'll also see that my top 10 consist of more like 30 - I couldn't narrow it down any further!

I categorized them as follows:

Development

The Bagel Post (a Recent Favorite)
The 90 Day Ramp-Up Post (a Must Read)
The Sales Process Post
The Sales Force Development Post (a Must Read)
The Over Achievement Post (a Must Read)
The Impact of Sales Training Post
Management's Guide to the Top 10 Differences Between Winners and Losers

Sales Process - What Have You Gotten Away From?

Leadership

The Sales Management Functions Post
The Post on Creating More of a Sales Culture
The CEO Alert Post
The Italy Post (My Favorite)
The 80/20 Rule Post (a Reader Favorite)
The Push Back Post (a Reader Favorite)

Over Achieving on the Sales Force - We Have it Wrong 
10 Steps for Your Salespeople to Survive and Thrive in the Recession

Assessments
The How are Assessments Used Post
The Dave F'd Up Post Part I and II (click the link in part 2 to read part 1) 
The Can Sales Assessments Predict Performance Post

Data Points Tell a Story - Prospects Buy Happy Endings

Tale of Two Assessments - Comparing Value 

Personality Assessments for Sales - The Definitive Case Study

Exposed - Personality Tests Disguised as Sales Assessments

Coaching
The Make it Simple Post 
The Listening Skills Post
The Lexus Post 
The How to Coach a Salesperson Post

Motivation
The Original Salespeople are Like Children Post

Recruiting

The High Turnover Post
The Hiring Efficiency Post
The 10 Tips for Hiring Stronger Salespeople Post
Fact Based Reasons Why New Salespeople Fail - Data Points

Hiring Salespeople is Like Baseball Expansion

Misleading Statistics and Hiring the Wrong Salespeople

Accountability

The What to Do When You Get Push Back Post
The Time Management Post 
The Shake Up Calls Post

 Sales Pipeline Can Provide Sight for Blind Executives

Do you have a favorite?

© Copyright 2007-2009 Objective Management Group, Inc.

Posted by Dave Kurlan on Wed, Nov 28, 2007 @ 08:17 PM