Kahle Way Distributor Selling System || For Sales Management || Kahle Way Total Sales System
Do you have a directable sales force? Directable means that your sales force can be counted on to quickly, thoroughly and positively carry out your directions.
Most distribution managers are frustrated with the directability and performance of the sales force... And it's their own fault! Most sales managers have never been educated on the best practices of their position. The Kahle Way® Sales Management System is a complete solution for sales and branch managers to effectively mobilize and manage a successful sales force. Based on Dave's five critical concepts, this program will transform the way your managers are doing their jobs.
The Situation:
Branch managers and sales managers in the distribution channel wear a number of hats. The nature of the job provides a wide variety of challenges. Managers increasingly find themselves with too much to do and not enough time in which to do it. Too often, proactive management of sales people gets shoved to the bottom of the list while urgent matters clamor for and receive the manager’s attention. As a result, most conversations with salespeople often denigrate to hit-or-miss discussions about tactical issues in specific accounts.
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The result? Sales people suffer for lack of direction and feedback, and managers are frustrated with results that are below their expectations.
"Thank you for putting together and presenting your "Sales Management Workshop" that was very well received by our group. By providing you with some bullet points, you successfully developed a program that hit all of our hot buttons that we needed to cover. Your presentation provided validity to many of our current practices and gave us new insight to others we will want to adopt."
Brad Thrall, President/CEO
Border States Electric Supply
Our Solution:
The Kahle Way® Sales Management System
The system is built around monthly Kahle Way® Conferences -- highly structured, one-hour, individual meetings with each salesperson. Sales managers are taught a very specific method of accomplishing the five essential processes that lead to success. Each component addresses a key area with specific set of principles, strategies, and "how to techniques," including template worksheets and forms:
- Hiring new salespeople. Coaching and counseling. Setting goals with salespeople. Monthly Kahle Way® conferences.
- Managing the training and development of salespeople.
Managers invest two to three hours in each salesperson once a year, and then one hour once a month. Managers use the system to:
- focus and direct each salesperson create a climate of mutual respect force the salespeople to think strategically keep in contact with the changes in the market keep in constant communication with their salespeople provide regular structured direction and feedback to the sales force compel the salespeople to focus on the highest-potential activities each month
- provide the salespeople a sense of ownership of their performance and results
The result? Managers do a better job of focusing and directing salespeople, managers have more time for other duties, and salespeople are happier and more focused on results.
That means improved sales results with less management time.
"This was the most intense, and the most extensive sales training program we have ever conducted. The reception and participation of the 179 sales people in the various sessions over the four weeks was excellent. I have seen an excitement and change of mind-set that we have not experienced from any other program. ...without a doubt, the most beneficial investment our company has ever made in our future, its profitability and in our people."
R. L. Burdette, President
Nunn Electric Supply Corporation
How it works:
1. The program is licensed to the company. Each manager signs a contact acknowledging the proprietary nature of the system and agrees to not share the forms or processes with anyone else.
2. Each manager receives a three-ring binder complete with 186 pages of detailed instructions, step-by-step how to directions, articles, and sample forms to use.
3. The company chooses one of three ways to train the managers:
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A one day, live, interactive training seminar, providing there are more than eight managers. We arrange for Dave Kahle to present the system to your managers in a live training session. This is the most intense trainng option, as it allows for interaction and practice.
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Attending my "Dave Unplugged" open seminar This is a modified, two day variation of my in-person training that involves a larger audience, but is structured in a way that allows for a high degree of networking and personal interaction. Click here for full details.
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A set of six audio lessons. Individual managers are given a 1-800 number and a pin code to listen to six lessons. They can complete the lessons on their own time. As they listen to these lessons, they follow along in their binders.
4. Every manager receives a monthly electronic newsletter for sales managers, and has the opportunity to share questions, experiences and problems. . Each manager automatically receives future updates or modifications to the program.
Costs:
- License per manager..........................$595 For seminar pricing, contact our office (800-331-1287)
- For the six audio lessons....................$100 each person
To get started:
Call us at 800-331-1287 for an enrollment form.
Kahle Way Distributor Selling System || For Sales Management || Kahle Way Total Sales System