Experts Provide Sales Management Help for 2009

Posted by Dave Kurlan on Thu, Jan 15, 2009 @ 12:01 PM

A number of experts including, Jill Konrath, Leslie Buterin, Joanne Black, Andy Miller, Danita Bye, Glen Ebersole, Bill Guertin, Alan Rigg, Gregory Stebbins,  Jonathan Farrington, and I helped Lee Salz complete his article, Sales Management Speaks Out on Sales Focus Strategy. 

All of the comments are good.  Some are self-promotional (can you believe it?) But most of all, there will be at least one or two ideas or concepts that you can immediately adapt, use and apply today. Read the comments here.

Here are my thoughts of the day: This economic climate isn't impossible, it's just not easyThe state of the economy isn't scary, it's just not certainThe conditions for generating revenue aren't dire, they're just such that you can't take orders the way you used toThe ability to earn a profit hasn't disappeared, you'll just have to work at it instead of seeing it grow on your bank statement.

Harder work, smarter decisions, more effective strategy and a tremendous amount of training, coaching, motivation and accountability will get it done.

And don't forget this.  Those salespeople who aren't getting it done?  Forget about whether they were able to get it done in the good times.  If you're not willing to invest the time and money to assess and then train and coach them, replace them now.  There has never been a time when more good salespeople were available than right now!  Just do it the right way, not the old, comfortable way.  Not sure what the right way is or whether you can do it effectively? Ask for help.

(c) Copyright 2009 Dave Kurlan


Topics: sales assessment, Dave Kurlan, sales training, sales management, Sales Coaching, sales motivation

Subscribe via Email

View All 1,850 Articles

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

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile


Receive new articles via email
 to the Blog on your Kindle 



Most Recent Articles


Top 50 Sales & Marketing Blogs 2021

Sales & Marketing Hall of Fame Inductee




Top 50 most innovative sales bloggers


Hubspot Top 25 Blogs



Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader