Definitive Playbook to Lead a Sales Force Out of the Current Crisis

Posted by Dave Kurlan on Wed, May 20, 2020 @ 10:05 AM

playbook

You might be aware that I'm leading a one-hour, live broadcast tomorrow (Thursday May 21) on How to Get Your Company's Sales Engine Roaring Again.  

Why This Particular Event? 

There is a ton of misinformation out there.  Much of it is written by people with an agenda, with a piece of technology to solve your problems, with a solution that will remove you from your money but not fix the sales problem.  Much of it is put out there by people with no clue as to what really needs to be done, what the challenges will be going forward, and how to address those challenges head on.  Most of these people have not had to lead sales organizations out of recessions and depressions before.  There is a revenue gap to be filled and your momentum was effectively stopped in the same way your car would be stopped by hitting a brick wall at 30 mph.  You might not be dead, but you aren't in the same condition you were a minute prior to impact!

The challenges aren't solved by technology because they are all people problems:

  • The challenge with the sales organization as a whole - what changes must be made to align with our new normal?
  • The challenge that sales leaders present to CEOs - what should sales leaders be doing right now that will impact revenue?
  • The challenge that sales managers present to sales leaders - what should sales managers be doing right now that will impact revenue?
  • The challenge that salespeople present to sales managers - what should salespeople be doing right now that will impact revenue?
  • The challenge that customers and prospects will present to salespeople - what sort of conversations should salespeople be having right now that will impact revenue?

Why Are We Charging $199 for it?

There are two primary reasons:

  1. A free webinar will make it no different, no better, no more unique than all of the free podcasts, webinars and videos that are circulating and being offered.
  2. This will truly be different.  It's not a teaser for something you need to pay for.  It's not a session with regurgitated information.  It's not a session where you don't get actionable, useful, timely steps.  I will provide the following and it's risk free - if you don't get value we'll give you a refund!

Slide 12

Why Should You Attend?

If you're a salesperson or a sales manager, you probably shouldn't.  But you should make sure that your senior sales leader and CXOs do attend.

If you're a sales leader or a CXO you can't guess what your next steps must be.  I'll provide an actionable playbook that you can put into action tomorrow!

--> Register <--

Image copyright 123 RF

Topics: Dave Kurlan, Sales Force, economic crisis, sales playbook, recovery

Good News About the Economy Positively Impacts the Sales Force

Posted by Dave Kurlan on Mon, Mar 30, 2009 @ 22:03 PM

I often get to see things six to twelve months before they happen.  When manufacturing placed projects and orders on hold as they did last October, it's easy to predict that it will trickle down and impact everyone else over the next six months. 

The word from clients so far this week is that manufacturers are taking projects off of hold and releasing money - even in the automotive industry!  That too will trickle down and impact everyone else over the next six months.

Today I also heard from a client whose house sold in just one day.

Housing and automotive - positive signs from both camps - truly good news for everyone.

It makes your salespeople feel better, it gives them hope, and in turn it makes them work with more confidence.  When they are out there giving it their all, not letting the resistance get to them. following the sales process, using appropriate strategies and tactics, not accepting the first stall, put-off, objection or rejection that comes their way, you have a much better chance that your struggling sales force will generate some much needed revenue.

Haven't heard any good signs in your own industry yet?  Make some calls and talk with some people until you find even one example.  Then spread the good word to all of your salespeople and let them in on the win - even if it wasn't a win for your own company.

(c) Copyright 2009 Dave Kurlan

Topics: Management, Salesforce, Sales Force, declining sales, objections, increasing sales, economic crisis, sales calls, sales behaviors, recession, Economy, declining revenue

Media is to Fuel as the Recession is to Fire - How Does it Impact the Sales Force?

Posted by Dave Kurlan on Wed, Mar 11, 2009 @ 08:03 AM

The media - they didn't cause the banking crisis but they have surely capitalized on it, dramatized it, chronically reported every devastating development and turned a serious but contained fire into a wildfire.

I don't want to hear how many jobs have been lost.  Who does that help?  I don't want to hear what happened to the Dow - I can look it up if I want to know how much money I lost.  I don't want to hear who is going into bankruptcy.  It doesn't affect me.  I don't want to know the latest store closings, whose sales are off for the quarter, how lousy the auto makers are doing or whose house is being foreclosed.  The point is, it doesn't help me, it doesn't help you and it doesn't help anybody, anywhere, to listen to this never-ending, negative drama.  In fact, it hurts.  It depresses people, it scares people and it causes people to stop buying things. It is causing businesses to lay-off employees, not because they have to, but because they have an excuse to, and it's causing people to wonder if it's ever going to improve.

I don't want to know who was murdered last night either.  And I don't want to know who got killed in Iraq or Afghanistan. This doesn't impact me either.

In fact, let's roll the news back to just 30 minutes, let's give the meteorologist and sports anchor a few more minutes, and let's hear some news that is really news.  The Dow Jones Industrial Average isn't news.  A company's earnings shouldn't be news.

Let's hear about the good that companies are doing. Let's hear about the good that people are doing.  Let's hear about the things organizations are doing to improve our economy.  Let's hear about the things being done to improve health care, the environment, our lives, our world, our universe.

Tell us about the latest developments in space, under water, in remote places.  Tell us something good.  Tell us something positive.  Tell us something to take our minds OFF of what's going on and help us to put some normalcy back into our lives.

For those of us who consult, train, coach, evaluate and motivate executive teams and sales organizations, this would surely help us to help them.  We need to get people buying and nothing gets people buying like good salespeople who aren't selling into the most resistant marketplace in the history of selling.

I will tell 250 sales development experts, 10,000 subscribers to Baseline Selling, and the thousands who visit this blog to boycott the news.  And if they each tell someone, who tells someone, who tells someone we could actually have an impact. How about calling this initiative something like 3M2P -  Media Motivating the Masses 2 Prosper?  Seriously, it's not an initiative, it's not an organization, it's not more than one person's frustration. But what if it was?

I've never asked for my articles to be forwarded but I think this is the one I have been saving that request for.  Please forward the link to anyone you think will agree with this.

(c) Copyright 2009 Dave Kurlan

Topics: Dave Kurlan, sales, Salesforce, sales motivation, economic crisis, Sales Advice, sales development

Revising the Forbes Message of the Day for the Sales Force

Posted by Dave Kurlan on Thu, Feb 26, 2009 @ 08:02 AM

The Forbes Success Calendar for 2/25/09 said, "Action and reaction, ebb and flow, trial and error, change - this is the rhythm of our living.  Out of our overconfidence, fear; out of our fear, clearer vision, fresh hope.  And out of hope, progress." - Bruce Barton

I think this quote requires a serious revision - for the sales force and for the company.

First, let's make it shorter.  

Action.  Today, any action is better than inaction. And don't react, just respond appropriately.  Reactions are emotional while responses are intentional.

Change is good but forget trial and error.  In this economy there is no margin for error.  Everything you do must be time-tested and proven

Hope is not a strategy but unwavering belief will lead to progress and in turn, confidence

My revision: If what you are doing today is not yielding the desired result, respond, take action, change, believe, progress, succeed.

(c) Copyright 2009 Dave Kurlan

 

Topics: Dave Kurlan, Salesforce, Sales Force, success, improve sales, economic crisis, sales results, Forbes

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Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog has earned medals for the Top Sales & Marketing Blog award for eight consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

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