by Kahle Wisdom | Nov 20, 2015 | Leadership-Entrepreneurs & Executives, Leadership-Sales Force, Leadership-Sales Management
Are successful sales people made or born? It is the eternal question: the sales manager’s version of nature versus nurture.Since I spend most of my time teaching sales people how to become better at their jobs, I’m 100 percent in the “made” camp. There are best...
by Kahle Wisdom | Nov 20, 2015 | Leadership-Sales Force
“You should have an objective for every sales call.” That’s a bit of sage wisdom that we have all heard, probably multiple times, throughout our sales careers. Unfortunately, I disagree. I believe you should have four objectives for every sales call. Every sales...
by Kahle Wisdom | Nov 5, 2015 | Leadership-Sales Management, Christian-Kingdom issues
There is a lot of conversation these days about using our businesses to make a positive impact on our communities and the people we touch. Typically, the conversation runs to mission statements and high-level topics. While there is nothing wrong with those, from time...
by Kahle Wisdom | Nov 2, 2015 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
Question: My sales people all acknowledge the wisdom of spending more time in their high potential accounts, but they don’t do it. How can I get them to actually do what they know is the right strategy? Answer: You are up against a problem that goes back to the...
by Kahle Wisdom | Nov 1, 2015 | Leadership-Entrepreneurs & Executives, Leadership-Sales Management
In most organizations, sales managers are the essential bridge between the company’s sales goals and the realization of those goals. The gritty day-to-day interactions between the sales people and their customers are frequently filtered through the perspective of the...
