by Kahle Wisdom | Dec 26, 2018 | Leadership-Sales Force
Are you wasting your customers’ time? Or adding value every time you call on them? In this pressurized, multi-tasking world, where your customers are expected to produce more in less time, they may be growing less eager to meet with you than they were just a year...
by Kahle Wisdom | Dec 26, 2018 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
Question: How do you switch from paying your sales people based on the sale to paying them based on the collection of the sale? Answer: Any time you make changes to a sales person’s compensation plan, you are playing with fire. Any adjustments require that you be...
by Kahle Wisdom | Dec 24, 2018 | Leadership-Sales Force
Here’s my response to this question: Help! I’m so frustrated. I just attended a “sales training” program that never addressed the real issues that I have to deal with every day. What causes me problems is not my lack of sales ability, it is...
by Kahle Wisdom | Dec 18, 2018 | Leadership-Sales Force
Question: Customers in my industry do not accept price increases unless they have zero alternatives. How do we handle this? Answer: I’m sure you are not the only person thinking this way, nor is your industry the only one with this issue. Probably almost every one...
by Kahle Wisdom | Dec 17, 2018 | Leadership-Sales Force
At its most fundamental level, business is always and only about three things: Money, people and systems. There is a huge body of content revolving around money in business. When it comes to people, as an element in business, there is an equally impressive body of...
