by Kahle Wisdom | Jun 28, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
Question: Our business has been struggling for the last year or so. Several of my salespeople are just not producing. I’m not sure I can continue to work with them. When do I decide to terminate their employment? Answer: Wouldn’t it be nice if we didn’t have to ask...
by Kahle Wisdom | Jun 28, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management, Christian-Leadership
I was speaking to a group of professional sales people in Johannesburg, South Africa, on the subject of integrity in business. At dinner later in the evening, my host, who had been sitting in the audience, sheepishly shared with me that several of the people seated...
by Kahle Wisdom | Jun 26, 2017 | Leadership-Sales Force
Q. Is “being yourself” a sales strategy? A. If you are naturally an attractive, sensitive, empathetic human being who everyone loves to be with, if you have a great measure of sensitivity and perceptiveness coupled with outstanding intelligence and unshakable...
by Kahle Wisdom | Jun 19, 2017 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
Not long ago I was speaking at a national sales meeting for a large regional distributor. The regional vice president for the company’s primary manufacturer was at the meeting, supporting the efforts of his big distributor. At the coffee break, we struck up a...
by Kahle Wisdom | Jun 19, 2017 | Leadership-Sales Force
A study published a few years ago identified the top five behavioral characteristics of the superstar sales people. Number two on the list was this: They ask better questions. Amazing. Of all the possibilities for ways that the superstars differ from average sales...
