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Ten Ways to Drive Sales
Written by: Dave KurlanArticle Overview: Let's assume that you have the right people, compensation, incentives, systems and processes in place. Are you all set? Hardly. You still have to drive sales because in most companies sales don't happen by themselves. The companies that do that the best follow the 10 steps in this article.
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Ten Ways to Drive Sales
Let's assume that you have the right people, compensation, incentives, systems and processes in place. Are you all set? Hardly. You still have to drive sales because in most companies sales don't happen by themselves. The companies that do that the best follow these steps:
1. Evaluate their sales force
2. Set clear expectations
3. Identify necessary behaviors required for the results
4. Get buy-in and commitment from their salespeople and managers
5. Support the effort with training, development and coaching
6. Hold their people accountable for behaviors and results
7. Frequently and clearly communicate the expectations
8. Demonstrate top management's commitment to the expectations, behaviors, training, development and coaching through participation and communication.
9. Replace non-performers
10. Hire A players
Article Tags: incentives, participation, salespeople, top management, training development
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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 Visual Pipeline Salesperson Selection Predict Sales Turnover |
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