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The Sales Expeditor

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Why Salespeople Don’t Consistently Reach Their Sales Goals

Posted by Chris Mott on Thu, Sep 11, 2014 @ 08:01 AM
  
  
  

Chris Mott is President, Corporate Training at Kurlan & Associates and Author of the Sales Expeditor Blog.


Obstacles to Reaching Goals
There are many reasons why salespeople do not consistently achieve their sales goals.
 
In this video blog, I discuss some of the critical causes of this.
After you watch the video, take the sales force grader below and we will give you a quick sales force checkup!

 

 

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When Does Sales DNA Lead to Sales Hiring Mistakes?

Posted by Chris Mott on Thu, Sep 04, 2014 @ 01:02 PM
  
  
  

Chris Mott is President, Corporate Training at Kurlan & Associates and Author of the Sales Expeditor Blog.


DNA

Sales DNA describes a salesperson’s underlying strengths and weaknesses.  Using athletic traits as an analogy, they are comparable to good hand-eye coordination, quickness off the line, acceleration, and balance.

 

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Can Sales Leaders Recognize Their Salespeople Making Excuses?

Posted by Chris Mott on Wed, Aug 20, 2014 @ 07:03 AM
  
  
  

Chris Mott is President, Corporate Training at Kurlan & Associates and Author of the Sales Expeditor Blog.


tugowar

Recently it was suggested that I record my blog posts.  This video post discusses the problem of Excuse Making and Rationalizing by salespeople and the impact it has.

 

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Great Sales Managers Look for What’s Different

Posted by Chris Mott on Tue, Jul 08, 2014 @ 12:50 PM
  
  
  

Chris Mott is President, Corporate Training at Kurlan & Associates and Author of the Sales Expeditor Blog.


Magnifiers

I got frustrated this morning because a colleague quickly figured out how to share information with me using an online task manager, but when I tried to do it, I couldn’t easily replicate his success.

 

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Candidates Demonstrate Accuracy of OMG’s Sales Assessment

Posted by Chris Mott on Thu, Jun 12, 2014 @ 08:27 AM
  
  
  

Chris Mott is President, Corporate Training at Kurlan & Associates and Author of the Sales Expeditor Blog.


Google Glasses

Over the years, I have found a mirror image correlation between a sales candidate’s open-mindedness and curiosity and the specific findings identified in Objective Management Group’s (OMG) sales candidate assessments.  It’s critical that new sales hires be moldable.  Far too many salespeople are resistant to change and struggle with introspection.

 

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Warning Signs For Sales Opportunities About to Die

Posted by Chris Mott on Thu, Jun 05, 2014 @ 12:47 PM
  
  
  

Chris Mott is President, Corporate Training at Kurlan & Associates and Author of the Sales Expeditor Blog.


 

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Less is More With Sales Proposals

Posted by Chris Mott on Wed, Feb 12, 2014 @ 06:45 AM
  
  
  

Chris Mott is President, Corporate Training at Kurlan & Associates and Author of the Sales Expeditor Blog.


Teach Less learn More

When writing a proposal, have you or your salespeople ever overeducated a prospect, resulting in the loss of the deal?  If you didn’t answer yes to this question, you are likely in denial.

 

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How CFO’s Can Help Drive Sales

Posted by Chris Mott on Wed, Feb 05, 2014 @ 01:06 PM
  
  
  

Chris Mott is President, Corporate Training at Kurlan & Associates and Author of the Sales Expeditor Blog.


convert more sales,adapting to changing sales environments,are my sales leaders effective,competencies for sales people

This is the first in a series of four articles written for members of the executive team:

 

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Getting Pushback on Your CRM Adoption?

Posted by Chris Mott on Thu, Jan 30, 2014 @ 12:41 PM
  
  
  

Chris Mott is President, Corporate Training at Kurlan & Associates and Author of the Sales Expeditor Blog.


 

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Top Five Sales Enablement Steps for Sales VP’s

Posted by Chris Mott on Tue, Jan 21, 2014 @ 08:39 AM
  
  
  

Chris Mott is President, Corporate Training at Kurlan & Associates and Author of the Sales Expeditor Blog.


describe the image

This is the 7th article in a January series on the Architecture of the Sales Force.  Here are the others:

 

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