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Understanding the Sales Force

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Consistently Inconsistent

  
  
  
  

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

We have discussed many of the problems associated with optimizing and understanding the sales force but it all comes down to consistency. There may be expectations, accountability and coaching. The same goes for motivation, effective recruiting, support, direction and guidance. When all of the salespeople consistently perform pipeline building-activities, most of the problems in a sales organization disappear.

The problem though, is that in most companies, consistency only describes what the salespeople fail to accomplish. They consistently fail to qualify. They consistently fail to ask the right questions. They consistently fail to proactively and aggressively prospect for new opportunities. They consistently fail to fill the pipeline. They consistently fail to close when the closing opportunity appears. They are consistently inconsistent. As a result, management must become more effective at coaching, motivating and most importantly, holding their salespeople accountable.

When all that fails, the efforts must turn to recruiting where the emphasis must be on selecting high quality sales performers; those who will consistently perform the activities described in the previous paragraph. But many companies fail there too. They hire people they like rather than people they can count on and the circle of failure continues.

Where can you start? How difficult would it be for you to insist on consistency? When consistency is the expectation and you hold people accountable, consistency is what you'll get!

(c) Copyright 2005 Objective Management Group, Inc.


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Posted by Dave Kurlan on Tue, May 24, 2005 @ 08:37 PM

COMMENTS

Dave:

I haven't taken the time to rank the articles simply because they are all very factual and powerful.

As usual you continue to furnish us great tools to help serious management teams grow their companies.

We are in the final processes of getting a consistent system in place to effectively communicate the various tools.

Mike Carroll
Distributor

posted on Thursday, September 14, 2006 at 11:03 AM by <span class='anon-comment-author'>Mike Carroll</span>

How long have you been at your business computer consultant consulting internet job? Are you good at business computer consultant consulting internet? Could you help other businesses that are just starting out get up to speed? Then you are a qualified consultant! And of course, that's only one way to share your knowledge. 'How To Start Your Own Coaching/Consulting Business' is my well researched <A HREF='http://www.coaching-and-consulting.info' REL='nofollow'>business computer consultant consulting internet, online webite that you can read and learn at your leisure.
Hope you visit ...

posted on Thursday, September 14, 2006 at 11:03 AM by Anonymous

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posted on Thursday, September 14, 2006 at 11:03 AM by <span class='anon-comment-author'>BODY ALIVE INTERNATIONAL</span>

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posted on Thursday, September 14, 2006 at 11:03 AM by <a href='http://www.little-of-everything.com/catalog' rel='nofollow'>clickbank</a>

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If you have time check out my <A HREF='http://www.little-of-everything.com/catalog' REL='nofollow'>sales page. It is a huge list of thousands of different and interesting things for sale online!

posted on Thursday, September 14, 2006 at 11:03 AM by <a href='http://www.little-of-everything.com/catalog' rel='nofollow'>sales</a>

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