Experts Provide Sales Management Help for 2009

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

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 easy. The state of the economy isn't scary, it's just not certain. The conditions for generating revenue aren't dire, they're just such that you can't take orders the way you used to. The 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.

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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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