Sales Leadership - It's Not About the Title

Guest post by: Dave Kurlan
Become an Author

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

My guest onyesterday's episode of Meet the Sales Expertswas John Moore. We ended up spending much of the show talking about Sales Leadership and the three most predominant types we see:

Complacency - when the business provides a lifestyle for the Top Executive/Owner
Heavy-Handed - when they react to events by putting inappropriate pressure on others
Denial - when they ignore the results, indicators, and opportunities

Of course there are exceptions - those who consistently exhibit strong sales leadership skill. But for the most part, we don't see it very often. The funny part is that the very people who think they are great sales leaders tend to be among the most misguided in this area. It's NOT about the title, folks! Last month I wrote this more comprehensivearticle on Sales Leadership.

The final ten minutes of yesterday's episode with John was just packed with great information that would benefit everybody. Clickhereto listen to the entire show. Clickhereto contact John.

Harvard Business Review Blog Off Target on Sales Greatness

Top 20 Reasons Why Sales Managers Suck at Coaching

How Sales Has Changed in the Last Five Years and More

Best Example of Value-Added vs. Commodity Selling

Disagreement Over Sales Leadership Best Practices?

Getting Excited About New Sales Opportunities

When Sales Leaders Don't Lead With Their Strengths

Why Most Companies are Struggling to Grow Revenue

Achieve Sales Leadership Mastery and Grow Sales Revenue

The Latest Tools to Grow Your Sales Force

Sales Management Best Practices - Are Top Salespeople Challengers?

Sales Leaders Got These Issues All Wrong

What is Your Leadership Style?

Why is my Website's page title important?

Why Do So Many Salespeople Fail to Make Quota?

Is Your Job Title Holding You Back?

Should You Restage Your Sales Pipeline?

Sales Managers Must Make Sure That This Never Happens

Does Your Sales Force Look Like This?

Use Title Tags to Educate and Stimulate

Home > Sales > Dave Kurlan > Sales Leadership Its Not About the Title > Google +

Free PDF Download
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.

More from Dave Kurlan
Salesperson Selection
Predict Sales Turnover
Visual Pipeline

Share this article. Fund someone's dream.

Share this post and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Featured

Expert

Erin Ferree
@erinferree
Visit website

Sales Leadership - It's Not About the Title

Related Articles

Related Forum Posts

Share this article. Fund someone's dream.


Name:
Email: