Top 10 Ways to Drive Sales

Posted by Dave Kurlan on Wed, Jun 25, 2008 @ 07:06 AM

Let's assume that you have the right people, compensation, incentives, systems and processes in place.  Are you all set?  Hardly.  You still have to drive sales because in most companies sales don't happen by themselves. The companies that do that the best follow these steps:

  1. Evaluate their sales force 
  2. Set clear expectations
  3. Identify necessary behaviors required for the results
  4. Get buy-in and commitment from their salespeople and managers
  5. Support the effort with training, development and coaching
  6. Hold their people accountable for behaviors and results
  7. Frequently and clearly communicate the expectations
  8. Demonstrate top management's commitment to the expectations, behaviors, training, development and coaching through participation and communication.
  9. Replace non-performers
  10. Hire A players

(c) Copyright 2008 Dave Kurlan

Topics: coaching, recruiting, accountability, leadership, assessment

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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 nine 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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