5 Sales Management Best Practices


Founder/CEO, Kurlan & Associates
Webinar Recording Details
  • Date and Time
    Thu, Jul 26, 2012 at 10AM Pacific / 1PM Eastern
  • Duration
    1 Hour
  • Cost
    $0 (Free)
  • Want Access?
    Register to view the recording.


There is tremendous misinformation as to what sales managers should be spending their time doing.  This fast-paced session will highlight the 5 competencies on which sales managers should be spending 80% of their time, explain what is involved to master those competencies, and how much time should be spent on each.  Here are some favorites that are not on the list:

The following competencies are not among the Top 5 Sales Management Best Practices:
Personal Sales
Account Management
Closing Deals for Others
Territory Management

So what is on the list?  Join us and find out!

About Dave Kurlan

Dave Kurlan is a top-rated speaker, best selling author, radio show host, successful entrepreneur and sales development industry pioneer. He was a 2011 finalist for Top Sales & Marketing Thought Leader. Dave is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations and named the Top Sales Assessment Tool in 2011. Dave is also the CEO of Kurlan & Associates, Inc., an international consulting firm specializing in sales force development. He possesses 30 plus years of experience in all facets of sales development, including consulting, training, coaching, recruiting, systems, processes, and metrics.

Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles/Fortune Sales & Marketing Summit. He has been featured on radio, television and in print, including World Business Review, Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He was the host of the weekly business radio show, Meet the Sales Experts. He is the author of Mindless Selling and the best-seller, 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, voted the #1 Sales & Marketing Blog of 2011. He is featured on Inc. Magazine's video How to Increase Sales and Profits by 1000% and is a contributing author to The Death of 20th Century Selling, 101 Great Ways to Improve Your Life, Volume 2, and Stepping Stones, with coauthors Deepak Chopra and Jack Canfield.