Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert.
Let's assume that you have the right people, compensation, incentives, systems and processes in place. Are you all set? Hardly. You still have to drive sales because in most companies sales don't happen by themselves. The companies that do that the best follow these steps:
- Evaluate their sales force
- Set clear expectations
- Identify necessary behaviors required for the results
- Get buy-in and commitment from their salespeople and managers
- Support the effort with training, development and coaching
- Hold their people accountable for behaviors and results
- Frequently and clearly communicate the expectations
- Demonstrate top management's commitment to the expectations, behaviors, training, development and coaching through participation and communication.
- Replace non-performers
- Hire A players
(c) Copyright 2008 Dave Kurlan
