|
|
Like this article? PLEASE +1 it! |  |
|
1st of the Top 10 Kurlan Sales Management Functions
Written by: Dave KurlanArticle Overview: 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...
 |
Free Download - Sales Courage and Resilience By Dave Kurlan |
1st of the Top 10 Kurlan Sales Management Functions
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
Coaching should be performed on the following time line:
* daily
* 10-15 minutes
* with each salesperson
* pro actively not passively
Coaching has the following hierarchy:
* facts
* strategy
* role-play
* lesson-learned
* action plan
Here's a video of me discussing coaching....
I have written about coaching before. You can read this article that briefly discusses the "how of coaching" and then you must read this great example of the "how of coaching" in this article that examines a real scenario through a marked up email thread.
I wrote this article about coaching salespeople beyond happy ears.
The most important tools for effectively coaching salespeople are:
* standardized formal sales process so we can talk specifically about where we are in the process with this specific opportunity;
* world-class listening and questioning skills so that we can ask the questions to go deeper and wider in role-plays;
* the ability to role-play the salesperson's part of the sales call - no matter where it is or what it is;
* the ability to poke holes and question everything you hear;
* the ability to remain in the moment and not become emotionally involved;
* No Need for Approval so that you can say, ask or do whatever is necessary to get your salesperson to the next level;
* Patience - you can only take baby steps;
* Experience - you need to have been there;
* Wisdom - you have to just know!;
* Sense of Humor - keep it light;
* Respect of your Salespeople;
* Trust of your Salespeople;
* Relationship with your Salespeople.
Top 10 Kurlan Sales Management Functions - What's Missing?
7th of the 10 Kurlan Sales Management Functions
10th of the Top 10 Kurlan Sales Management Functions
5th of the Top 10 Kurlan Sales Management Functions
4th of the Top 10 Kurlan Sales Management Functions
Article Tags: allowscriptaccess, amp, desired outcome, differentiator, game plan, good reason, hierarchy, hl en, management functions, nbsp, param name, role play, sales coaching, sales management, salesperson, simplest form, time line, type application, www youtube, x shockwave flash
|
About the Author: Dave Kurlan RSS for Dave's articles - Visit Dave's website  Click here to visit Dave's website   Predict Sales Turnover Visual Pipeline Salesperson Selection |
Related Forum Posts
Online Sales and Marketing vs Traditional
- Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Seek Venture Capital & Funding
- Hello,
Greetings from India.
I am Seeking Venture Capital for Offshore Software Company Start-up. Need advise along with Business Model Sample.
I have a basic outline for an offshore company.
1. Technology - like Microsoft Dot Net, Java, LAMP
2. Talent Team - Found Good Technology Developers.
3. Where I can get the leads/potential customers - Leads have been identified who are willing to move forward offshore projects.
4. I do not have resources like funding. It is a very critical factor to me
Industries: Manufacturing, Real Estate, Retail, Insurance, Distribution & Logistics, Healthcare, Industry Associations and Software Product Development, Agricultural Industries and Etc.
Services: Offshore Software Development Company.
Offices to be located: Hyderabad, Andhra Pradesh, India and USA.
Products/Services/Applications in areas like POS & Billing, Sales & Distribution, Production Planning, Material Management, Inventory Control, Plant Maintenance, Purchasing, Accounting and Logistics. Dynamic Web Programming with Database Driven Content Management Systems, Online Stores for E-Commerce, B2B Solutions, Community Portals, Website Redesign and Development, Custom ERP with Enterprise Wide Functional Modules such as Marketing, CRM, Accounting, Inventory Control, Sales & Distribution, Production Planning, Purchase & Stores, Logistics and Supply Chain.
Seek your further questions and help.
Thank you,
Best Regards, Jayapratap.
No B.S. Time Management
- A great book I read on Time Management is No B.S. Time Management for Entrepreneurs by Dan Kennedy.
Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
I second the request...
Different Hats
- CEO Sales & Marketing & Leadership Development Company
Strategic Vision 10
Alliances & Growth Strategies 10
Hiring & Managing People 8
Mentoring 8-9
Strategic Planning for Clients 10
Execution of Marketing Campaigns 9-10 (i have great people who do the nitty gritty)
Financial Management 9
Bookkeeping 3 (outsourced as I really hate the fine details like GST0
Administrative Follow Up 6-7 (again have great staff)
Writing & Publishing 9 (getting better all the time!)
Speaking 10 (so I have been told)
Self Promotion 9-10
Web development & Promotion 6-7 (learning more and have brought on players who are 10+)
Babysitting Employees (1 - wont do it, that's why I work so hard to hire and motivate the people I have)
Great topic Kevin!!
Jude
Share this article with your friends. Fund someone's dream.
Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.
by: Casey Gollan, Melbourne Business Coaching
Simon Fuller Quotes
Lesson #3: “Tell ‘em quick and tell ‘em often”
Searching for the Stars: How Yang and Filo Took Their Business to New Heights
Salesperson Wimp-Out: I Need Help 
February 2012 Top 100 Leadership Experts to Follow on Twitter
Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!
10 Steps to a Great Support Team
A Guide to Franchise Financing
Making the Most of Your Trade Show Experience
Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.