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allowscriptaccess Tagged Articles
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1st of the Top 10 Kurlan Sales Management Functions
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| This is the 1st in the series of the 10 Kurlan Sales Management Functions.
#1 - COACHING
In its simplest form, sales coaching consists of the following two activities:
1. Pre-Call Strategizing - coaching prior to selected calls to make sure that the salesperson has a good reason for having the upcoming call, a desired outcome, a game plan or strategy, and the appropriate questions/dialog to achieve the desired outcome.
2. Post-Call Debriefing - coaching after selected calls to discover the true outcome of the call, why the salesperson got that outcome, and what they could have done differently or more effectively... |
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2nd of the Top 10 Kurlan Sales Management Functions
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| This is the 2nd in the series of the 10 Kurlan Sales Management Functions.
#1 - ACCOUNTABILITY
In its simplest form, sales accountability consists of the following:
* Holding salespeople accountable to something measurable - metrics - on a daily basis
* Being more demanding - being firmer and tougher
* Eliminating Excuse Making - people take responsibility for their results
More... |
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4th of the Top 10 Kurlan Sales Management Functions
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| This is the 4th in my series of the 10 Kurlan Sales Management Functions.
#4 - RECRUITING
The most important things to understand about consistently recruiting strong, successful salespeople are: |
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