Overcoming the Dysfunction in Sales Organizations

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

Rocky LaGrone is a sales development expert who has seen his share of disfunction. Rocky was my guest on last week's episode of Meet the Sales Experts. Rocky is another sales development expert/sales pro who points to Napoleon Hill and his classic, Think and Grow Rich, as the book that helped him understand what made him who he was and what gives successful people that special charisma. He also points to this book as an early resource that helped him better understand disfunction and move away from it. So it's ironic that when he begins working with most clients, the disfunction in their sales organization stands out so much. It was clear early in the interview that Rocky was and still is someone who won't back down from a challenge. He shared several stories to illustrate that point including the challenge that got him to sell Kirby Vacuum Cleaners. And he shared a great story - about values - that led to his resignation from Kirby.

These days, many companies have questions about compensation for salespeople and sales leaders and as a result they make a lot of mistakes too. Why would a company want to squash a top producer because he/she is making a lot of money? It happened to Rocky once and he weighed in - with a strong opinion - on the subject.

I asked Rocky about they key that lead one of his many successful clients to grow from $5 million to $45 million in a short time. He said it was accountability. Listen to the show to learn how this CEO changed and went from unable and unwilling to ready and able to execute accountability at his company.

Listen to the entire episode. Contact Rocky.

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

About the Author: Dave Kurlan

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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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