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Dave Kurlan on Understanding the Sales Force

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

I was thinking about the difference between the clients that achieve rapid progress, with very measurable change, in the first six months of sales development versus those that show more typical progress where change has begun to take place but it might not be measurable yet.

It's a fairly simple difference.

They were change ready.

Rather than resisting change for three months and then slowly embracing those concepts they were comfortable with, the change-ready clients embraced the concepts from the start.

Are you change ready?

Posted by Dave Kurlan on Mon, Jan 19, 2009 @ 08:58 AM

COMMENTS

Dave, I believe an element that contributes to a company making a rapid change has to do with one of three mind sets. We would like to change, we should change, and we must change.

posted on Tuesday, January 20, 2009 at 7:24 AM by Al Turrisi

People are caught, in their minds between a rock and a hard place. In a word FEAR - the fear of doing something that doesnt work and the fear of doing nothing. A potential client looking at a training programme described the Sales Force Evaluation as "threatening" to which I asked "for whom".I think we both knew the answer to that one thus a fear of change or more pertinently being found out

posted on Wednesday, January 28, 2009 at 4:30 AM by Ray Bigger

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