Prediction for Your Company's Sales Force in 2011

Posted by Dave Kurlan on Fri, Dec 17, 2010 @ 06:12 AM

10 Sales Experts were inducted into the Top Sales Hall of Fame at yesterday's Top Sales Awards event.  They include legends, both living and deceased, like Zig Ziglar, Brian Tracey and Earl Nightingale.  Current legends like Gerhard Gschwandter and Jeffrey Gitomer were honored.  Others who were inducted include Keith Rosen, Bill Brooks, Linda Richardson, Neil Rackham and Dr. Tony Allasandra.

When asked for her prediction for 2011, Linda Richardson said, "Clients won't be looking for sales training.  They want sales force transformation.  They want to know whether they have the right people in the right roles..."

Thank you Linda!  A Hall of Fame sales training company leader saying what I've been saying for 20 years! 

Linda's comments were not really a prediction though.  Jim Collins wrote about how great companies focused on having the right people in the right seats in his 2001 book, "Good to Great". Objective Management Group, founded in 1989, has been helping its partners provide sales force transformations via the insights and findings from its Sales Force Evaluations and Sales Candidate Assessments for at least 10 years. Years ago I urged all of our partners to provide sales force development instead of sales training so that we could transform sales forces. Perhaps Linda was simply suggesting that she expects to model her business after ours.

This sounds very similar to when mainstream MD's write breakthrough articles and basically say what alternative MD's have been saying for decades.  Three examples are, "Supplement with Omega 3's", "Those prescrtiption drugs will actually kill you", and "Supplement with CoQ10".

Time to take the supplements - I'm against the clock.

Topics: sales training, Sales Force, Neil Rackham, Jeffrey Gitomer, Linda Richardson, Gerhard Gschwandtner, Zig Ziglar, Brian Tracey, sales transformation, sales development

Complete Sales Reference Manual - Now Available

Posted by Dave Kurlan on Tue, Aug 24, 2010 @ 06:08 AM

mastering the world of sellingThis year I had the opportunity to contribute to a book that would be a compilation on sales.  While sales titles are released almost weekly these days, only a small number of them contain anything new, and most don't raise the bar for the selling industry as a whole. This book is different.

This book includes contributions from 89 sales experts, covering every possible topic, including sales, sales management, sales 2.0, sales process, sales strategy, sales tactics, sales motivation, sales presentations, and sales psychology. It's more like a reference manual!

The book's contributors include legendary stars like Zig Ziglar, Tom Hopkins, Brian Tracy, and Dale Carnegie, as well as my contemporaries like Jeffrey Gitomer, Chet Holmes, Jill Konrath, Anthony Paranello, Michael Bosworth and Neil Rackham.

David Riklan and Eric Taylor compiled and edited this compilation of the best that the top sales experts have to offer and, to entice you to order a copy of their book today, they have arranged for you to receive bonus gifts totalling - get this - $2,686.  The book is an outstanding resource and well worth the introductory price of $14.36 on its own.  I contributed to the bonus gifts and from what I've seen of the list, I would order the book just to get my hands on the bonuses!

The book is called Mastering the World of Selling and you can learn more about it and order it by clicking this link.

Topics: Dave Kurlan, Neil Rackham, Jeffrey Gitomer, Linda Richardson, dale carnegie, Zig Ziglar, jill konrath, Chet Holmes, Tom Hopkins, Brian Tracy

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About Dave

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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