5 Things Your Sales Force Can Do to Thrive in this Economy

Guest post by: Dave Kurlan
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Salespeople Must Stop Snorkeling and Start Scuba Diving - By Dave Kurlan

One of my clients recently completed a transformation. I helped them transform their salespeople from account managers to hunters and closers, from order takers to consultative salespeople and from selling on price to selling at their price - all while selling into one of the markets most devastated by the recession.

Landslide Technologies has invited me to discuss 5 Steps that companies like yours can take in order to thrive, like this company did, during an economic downturn. Their webinar will be held on February 18 from 1 - 2 PM ET. During the webinar, I'll discuss the importance of:

* Having the right people in the right sales/sales management roles;
* Gaining your sales team's commitment and buy-in to work harder, be tougher and do what it takes in these more difficult times;
* Performing a pipeline analysis and working the pipeline;
* Creating the necessary infrastructure. This includes an appropriate sales process, recruiting process, sales management systems, and software;
* Developing the salespeople on process, skills and overcoming their weaknesses.

This is a free webinar and if you would like to attend you can click here to register.

You may also be interested in attending a webinar that Business Expert Webinars has asked me to lead. This webinar is called How to Grow Sales by Managing Your Pipeline More Effectively. This webinar will be held on February 12 from 11:30 - 12:30 PM ET. Click here to register for this webinar.

While we are on the subject of webinars, and help, there is an exciting new web site that will launch on February 10 called Top Sales Experts (TSE 2.0) and it will have business answers and advice from some of the Top Sales Experts from around the world, like me. If you subscribe on February 10, the launch date, you'll receive about $1000 worth of bonus merchandise from me and my TSE colleagues - free. Check out their site here.

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Salespeople Must Stop Snorkeling and Start Scuba Diving - By Dave Kurlan

About the Author: Dave Kurlan

RSS for Dave's articles - Visit Dave's website
Dave Kurlan is a best-selling author, top-rated speaker and thought leader on sales development. He is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling (Dan Seidman), Stepping Stones (Deepak Chopra and Brian Tracey) and 101 Great Ways to Improve Your Life, Volume 2 (David Riklan).
Click here to visit Dave's website.

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