The Kahle-Way^® Total Sales System for Distributors is a comprehensive system that teaches salespeople a series of very specific behaviors that have been proven to be effective. Sales managers are taught a system for managing and following up with their salespeople. The result is a directable, highly productive sales force.

The Big Picture:

"Sales system" is a term that is difficult to apply to most company's sales efforts. Typically the way that a sales person does his/her job varies tremendously from person to person, with no attempt to identify or expect the "best practices" that will take a sales person's performance to higher levels. The "do-your-own-thing" mentality often extends to the manner in which branch or sales managers interact with their sales people as well.

While this liaise-faire approach may have been appropriate in earlier times, our highly competitive economy demands a more organized and responsive approach to sales. While the concept of an independent, entrepreneurial sales force sounds good in concept, the reality is that liaise-faire management produces sales people who are content to remain in comfort zones, and managers who are frustrated and reactive.

To compete and thrive in the 21^st Century economy, distribution companies need to have a sales force which is directable, flexible, and highly productive. (See articles on systems)

That means that there must be a systematic approach to sales. The establishment of a working sales system is an essential step in a company's maturation. Every industry-leading company attains its position, in some measure, due to the power of its systems. This is just as true with sales people as it with any other aspect of the company's operations.

I know of no leading company, in any industry, that has not refined a powerful selling system that all of it's salespeople and sales managers are expected to implement.

The net result of getting your people up to speed with the Kahle Way^® Total Sales System is that the company will become more effective and more productive in its sales efforts, continually gaining market share and profitability.

Implementing the total sales system often begins with our Sales System Audit, in which we recommend a series of changes to sharpen the structure of your system.

Then we license and train your sales and/or branch managers in our Kahle Way^® Sales Management System to instill expectations and accountability among the sales force.

Next, we train the salespeople - inside, outside & counter - in the key processes for success in their job via our Kahle Way^® Distributor Selling System.

Finally, we help you upgrade the sales force by making better hires with our Sales Profiles -- pre-hire aptitude assessments.

Optional Components