Building a High-Performance Sales Team with Dave Kurlan

Welcome to another episode of Flowing Sales, where we dive deep into the dynamics of sales operations within the manufacturing sector. Today, we are thrilled to host Dave Kurlan, a seasoned expert in sales consultancy and the author of a best-selling book on sales tactics. Dave brings decades of experience in evolving sales roles from generalized to specialized functions, particularly in manufacturing and rep firms. In this episode, Dave shares invaluable insights from his article "Do YouHave Woodpeckers in Your Sales Organization?" discussing the crucial differences between 'hunters' and 'farmers' in sales teams, and which strategies help enhance their performance. He also critiques the modern approach of using junior reps for prospecting and scheduling, explaining why it might be hindering rather than helping your sales team's effectiveness. Dave will outline how properly assessing and aligning sales team roles based on competencies rather than just sales figures can lead to significant improvements in efficiency and revenue.Whether you're struggling with flat sales or looking to optimize your sales force, Dave's expertise will guide you towards actionable solutions. Don't forget to check out the links to Dave's blog and book in our show notes for more depth on these topics. Join us to gain a competitive edge in your sales operations and ensure your team not only meets but exceeds their targets.Dave Kurlan's Blog: https://kurlan.me/SalesBlogFree Assessment Tool is https://stats.objectivemanagement.com/1DKPodcastDave's Email: [email protected] Selling Book: https://amzn.to/2UZvWG6Dave Kurlan on LinkedIn: https://www.linkedin.com/in/davekurlan/Dave Kurlan on X: https://twitter.com/KurlanAssoc