How Sales People Can Be More Productive Starting Today – By Dave Kurlan

Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert.

The Forbes Success Calendar for 2/25/09 said, “Action and reaction, ebb and flow, trial and error, change – this is the rhythm of our living.  Out of our overconfidence, fear; out of our fear, clearer vision, fresh hope.  And out of hope, progress.” – Bruce Barton

I think this quote requires a serious revision – for the sales force and for the company.

First, let’s make it shorter.

Action.  Today, any action is better than inaction. And don’t react, just respond appropriately.  Reactions are emotional while responses are intentional.

Change is good but forget trial and error.  In this economy there is no margin for error.  Everything you do must be time-tested and proven.

Hope is not a strategy but unwavering belief will lead to progress and in turn, confidence.

My revision: If what you are doing today is not yielding the desired result, respond, take action, change, believe, progress, succeed.

(c) Copyright 2009 Dave Kurlan