Helping you refine your sales force compensation program is one of our specialties. We work with manufacturers, service companies and wholesale distributors, developing and refining plans for inside salespeople, outside salespeople, sales managers, and branch managers. Our expertise is available to you in several ways.
Take a look at what Just In Time magazine had to say about us.
Read what Dave Kahle has written about sales compensation programs
Sales Management Myths: Straight Commission
I had just hung up from a phone conversation with one of my clients. He was commiserating with me on the sorry state of his sales force. He had a group of seasoned, experienced salespeople, each of whom was making a good income on a 100% commission sales compensation program. The problem was he couldn't get them to promote new products or seek new customers. They were content to stay within their comfort zones of established customers and familiar products... {read more}
Is it Time to Revise Your Sales Force Compensation Program?
If you're paying your sales reps straight commission, you're using an obsolete formula. If you're paying your sales reps a straight salary, you're also using an obsolete formula. Read this article to find out about a much more effective way to compensate your sales staff... {read more}
How to Get 'Em to Do What You Want 'Em to
A few years ago, it was OK to direct your salespeople to Go forth and sell a lot, but today that direction is not sufficient. Successful sales management in the approaching 21st Century world requires a more sophisticated answer from you than just Go forth and sell... {read more}
Consulting Utilize our expertise in the area of Sales Compensation Programs. We can work with you in person, or coach you through our process via email, by fax at 616.451.9412, or by telephone 800.331.1287. For a custom quote call us at 800.331.1287 or use the contact us form to request more detailed information.
Kahle's Kalculation Simply enter your email address in the box below and click on the Free Copy button. You will receive an Adobe Acrobat .PDF manual that will contain the Kahle's Kalculation spreadsheets you can use to measure your sales productivity, delivered right to you immediately via email.
Keynote Presentation How to Create a Win/Win Sales Compensation Plan. This keynote presentation by Dave Kahle is a hot topic for most association meetings.
Full-Day Workshop For companies who want to work on their own sales compensation program. Suitable for sponsoring by associations for their members, or for individual companies.
What people are saying about Dave Kahle... We realize that hiring a speaker, trainer or consultant is a high-risk decision on your part. One way to reduce the risk is to see what other people have experienced with the speaker or firm that you are considering. In that spirit, we offer these excerpts from some of the letters of recommendation we have received from meeting planners, CEOs, and sales managers from all over the world. click here...
FREEKahle's Kalculation
Simply enter your email address in the box below and click on the Free Copy button. You will receive an Adode Acrobat .
PDF manual that will contain the Kahle's Kalculation
spreadsheets you can use to measure
your
sales productivity, delivered right to
you immediately via email.
Distribution companies, by their nature, should be sales-oriented companies. But, most distributors don't do sales very well. That's the premise behind this new book.
The book, written for sales managers and executives in the distribution industry, provides a blue print for executives to transform their sales forces into highly directable, effective, focused performers.
The book begins with an analysis of current conditions that pressure the distributor to revise the way he/she thinks about his sales force. Kahle then paints a picture of the distributor sales force of the future. The sales force will be:
more specialized
more directable
more flexible
more professional
more productive.
His advice begins with "See it as a system," a concept that is based on one of the key principles for the book, "When you change the structure, you change the behavior of the people who work within that structure."
Creating a new sales compensation program can be one of the riskiest initiatives you undertake. Yet most sales compensation programs are outmoded vestiges of days gone by. Make use of this program to guide you through the process, reduce your risks, and insure that you make the best decisions. Let Dave show you to create a win/win formula. {Learn more}
The Kahle Way® Sales Management System
The most effective sales management practices never end, because you live and work in a constant state of change. Competition, technology, economics and staff turnover are all parts of your challenge to stay a step ahead.
The system is built upon the basics that never change, but often need re-enforcement. The long term value comes from the potential for live interaction with me, or access to my growing library of archived support material.
The goal of the system is to help managers make the best use of their time in a competitive environment that is ever more demanding. This system is designed to work effectively for the long term, under real life working conditions. It works because it is an evolving System. {Learn more}
Kahle's Kalculation 
