Over the years that I’ve been involved in distribution, I’ve worked with tens of thousands of sales people. Certain negative tendencies — mistakes that distributor sales people make — keep surfacing. Here’s my top five. See to what degree you (or your sales force) may be guilty of them.
In his first career as a sales person, Dave Kahle was the number one sales person in the nation for two different companies, in two distinct selling situations. That led to his second career as a sales authority.
As a sales authority, Dave has written 13 books, which have been translated into eight languages and available in 20 countries, and presented over 1,000 times in 47 states and 11 countries. He’s trained literally tens of thousands of sales people to sell better, thousands of sales managers to manage better, and has worked personally and contractually with over 459 companies.