- January 10, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I was just wondering – do you or your salespeople play the lottery? Do you or any of your salespeople have an inheritance coming? These are two things that you might not think anything of but they can cause salespeople to lack the consistency and effort that are so important to sales success. Salespeople maintain the mindset that financial success and independence, and the freedom to have what they want, when they want it, regardless of cost, must be earned and not handed to them. Big base salaries and commissions from residual business can have an even greater negative effect except they are even more immediate threats to productivity than lotteries and inheritances!
My book, Baseline Selling, was named one of the 10 books to read in 2011 by Selling Power Magazine.
My friend and fellow sales development expert Tony (and Linda) Cole’s new book, Resurrecting Anthony, is a tremendous story of courage and I couldn’t put it down. It’s a great example of how if the desire is strong enough, outcome can be achieved, even when it seems impossible. It’s also a great example of how to adapt and cope during the toughest imaginable times.
Dave Kahle’s new book, How to Sell Anything to Anyone, Anytime, launches today. Dave is celebrating the release of his book with $514.00 in bonus gifts but you’ll have to order today!
As long as I’m promoting things today, I might as well promote the EcSell Institute’s Sales Management Coaching Summit, April 7-8, in Scottsdale Arizona. I’ll be speaking on the science and application of coaching salespeople. Coincidentally, Tony Cole, whose book I just mentioned, will be speaking on the science and process of hiring great salespeople. Hope to see you there!
