Articles Based on Data and Research
Comparing Salespeople to Children
Assessments Compared
Case Histories
Articles on Sales Motivation
Articles on the Impact of Sales Training Celebrities and the Sales Force
Top 10 Sales Competencies
Top 10 Sales Management Functions
Sales Coaching
Current Articles | RSS Feed
"When your market isn't growing, it is not business as usual and holding your breath and hoping is not the right strategy." This according to Casey Coffman, my guest on the most recent episode of Meet the Sales Experts. He went on to say that if you sell the same thing, to the same people, the same way that you did 16 months ago, he would be shocked if your sales aren't down.
Casey talked about the importance of confidence, courage and conviction, especially in this economy and he shed some light on CEO's who are still stuck in hunker down mode - paralyzed - not doing anything to reverse flat or declining revenues. He said, "Employees leave when they don't see a way they are going to win. If we do this we will win, versus, simply staying busy."
Coffman suggested that companies use this period to trim fat, hire, and retool a best in class sales force so that they can take advantage of being able to make changes that in good times they wouldn't be able to make, where in these times you must. He suggested new approaches, new systems, new strategies, new tactics. He suggested thinking six months out, and putting pressure on your process instead of your people.
Great advice from a great expert. Listen to the show here. Contact Casey here.
(c) Copyright 2009 Dave Kurlan
Posted by Dave Kurlan on Fri, Jun 26, 2009 @ 12:03 PM
posted on Thursday, July 02, 2009 at 10:24 AM by Michael
Allowed tags: <a> link, <b> bold, <i> italics
Download to your Kindle
Click for Previously Recorded Shows and guests
Dave Kurlan and OMG were featured on World Business Review, hosted by General Norman Schwarzkopf. Click above to view this 3 minute segment.
Click here to Download Dave Kurlan's updated and revised breakthrough White Paper on The Modern Science of Salesperson Selection. Dave's years of research, development, process, application, and client successes are very apparent in this study. This will change your sales recruiting process forever!
Click here to learn more about the huge benefits that you'll get from evaluating your sales force. When we look at your people, strategies, systems and processes you'll be able to see what was previously hidden from view. Our sales force evaluation process determines what you must change in order to achieve the organic growth you want.
