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Understanding the Sales Force

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Managing the Sales Force - The Calendar

  
  
  
  

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

Your all day event cancels, leaving you with nothing scheduled today.  You could:

  • catch up on uncompleted projects
  • update all of your spreadsheets
  • catch up on your email and phone calls
  • make some prospecting calls
  • spend time watching your salespeople
  • go in the field with a salesperson or two
  • take a salesperson in the field with you
  • stay home and nap
  • work on strategy
  • provide some additional coaching
  • get some quiet time and see how many ideas you come up with
  • schedule meetings with clients/customers
  • update your CRM system and/or web site
  • play 18 holes of golf

As the person in charge of your sales organization, suddenly facing a free day, which activity do you choose?  Which activity should you choose?  Is it the same activity?

Weigh in and leave your comments!

(c) 2008 Dave Kurlan



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Posted by Dave Kurlan on Wed, Feb 20, 2008 @ 07:12 AM

COMMENTS

I'd ride with a salesman. My clients do far too little of this, and its very important. You can learn a lot about what's really happening out there, in addition to observing your salesperson, if you go on some calls with them.
j

posted on Wednesday, February 20, 2008 at 12:14 PM by John Newland

Can hit the local 'Titty Bar' !!!

posted on Monday, February 25, 2008 at 5:14 PM by Chubby Davis

Depends a whole lot on what the current needs and priorities are!
Going in the field with a salesperson or two would probably be choice #1, and John makes a very good point - but maybe someone needs additional coaching, or maybe I'm way behind on returning calls and emails. Or maybe I'm burnt out and need a couple hours of creative thinking and strategizing to get a better perspective! So I'd say that first order of business is to take some time, breathe deeply, don't rush into things just for the sake of staying busy, and assess what is truly most important to accomplishing the big goals.
Aaaah, I feel better already. Can someone please cancel my all day event?

posted on Tuesday, February 26, 2008 at 9:03 PM by Nicola James

Comments have been closed for this article.